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Jonathan Palay

Jonathan Palay is Co-Founder and VP Sales at CommercialTribe.
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Recent Posts

Are You Asking your Sales Managers to Be Sherpas?

Posted by Jonathan Palay
5/2/17 5:00 AM

(This is an updated version of a blog intially published in 2016)

For decades, sales leaders have compared reaching plan to the act of summiting a mountain.  Each year is a long journey, requiring preparation, hard work, discipline, and teamwork to reach goal, just as is required to summit Mount Everest. There are just under 1000 attempts to summit Everest each year and only 50% actually succeed. And just like climbing Everest, far too many Sales Managers don’t reach the summit. 

 

The biggest reason summiting Everest is such a feat is the lack of oxygen on the world’s highest peak.  The human body simply does not function well at high altitude. But success rates have improved significantly from 24% in 2000 and the teens back in the 90s.  Why? Today, 97% of climbers use supplemental oxygen, with advances in cylinder and mask technology the primary explanation for the increased summit success rate.  So who are the remaining 3% of superhuman climbers who don’t use or need supplemental oxygen? They are the Nepalese Sherpas, world-renowned for extreme levels of high-altitude fitness.

 

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Topics: Sales Leadership, Upskilling

Three Revelations on the Journey to Manager Effectiveness

Posted by Jonathan Palay
4/17/17 10:20 AM


Do you believe that the effectiveness of your frontline managers is the key to taking your sales organization’s performance to the next level? More and more, companies are coming to this conclusion. I’m not going to bore you with the data from the recent CSO Insights report:
Sales Managers Overwhelmed and Underwhelmed (which you should go read). It makes intuitive sense. The “force multiplier” effect is a common way you will hear it described. We can invest in developing the seller or we can develop the manager who is ultimately responsible for developing their 6-8 sellers, and without whom any investment in the seller gets shall we say…leaky. When we realize that value from our investment in the seller is leaking out if not reinforced by the manager, we also realize that that force multiplication can work positively…or negatively.

The economics for developing the manager are compelling and if we do nothing, things may actually get worse. Sounds like a problem worth solving!

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Topics: Sales Enablement, Sales Leadership, sales coaching, frontline managers, Sales Manager Effectiveness

Why Seller Motivation Needs a Makeover

Posted by Jonathan Palay
12/1/16 10:10 AM

By some estimates today there are more than 10 million sales people in the world, also known as professional persuaders. Today, the sales organization exists to organize and drive those sellers toward the actions needed to transact revenue, leading to the creation of what has been described as a coin-operated, compliance-driven culture.

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Topics: sales coaching

Getting Multi-Threaded: Moving from Analog to Digital at LinkedIn Sales Connect 2016

Posted by Jonathan Palay
9/15/16 12:31 PM

 

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Topics:

Why the Sales Environment is Unique: Reflections from ATD 2016

Posted by Jonathan Palay
5/27/16 10:06 AM

The Sales function has always been different. Those who have grown up in sales organizations and are now responsible for Sales Enablement know this. Think about it – only in the sales function have we stood up an entire training and development team focused on making that specific function better. We don’t have finance enablement, legal enablement, or marketing enablement. That would be downright ridiculous! 

So what makes sales different?

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Topics: Sales Enablement

Are You Asking your Sales Managers to Be Sherpas?

Posted by Jonathan Palay
4/11/16 9:03 AM

For decades, sales leaders have compared getting to plan to the act of summiting a mountain.  Each year is a long journey, requiring preparation, hard work, discipline and teamwork to reach goal, just as is required to summit Mount Everest. There are just under 1000 attempts to summit Everest each year and only 50% actually succeed. And just like climbing Everest, far too many Sales Managers don’t reach the summit. 

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Topics: Sales Leadership, Upskilling

Marc Benioff’s Secret for Every One of Your Sales Reps

Posted by Jonathan Palay
9/25/15 9:25 AM

 

Marc Benioff pioneered an industry, built Salesforce.com into a $50B company, and plays host to Dreamforce – the biggest Mardi Gras style party for cloud computing in the world. 

So when the world descends on San Francisco for one week each September, Marc gets on stage to deliver a three-hour keynote…and always does it flawlessly. Now that’s impressive. 

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Topics: Sales Enablement, Message Adoption

The New Hardest Job in Sales – Reflections from Dreamforce Expo 2015

Posted by Jonathan Palay
9/21/15 8:24 AM

"Welcome to the world’s largest cloud ecosystem. At the Cloud Expos, you’ll find unlimited ways to transform your business…So take a deep breath and get ready to learn, learn, and learn some more." These were the words that graced the opening page of the Dreamforce Cloud Expos pamphlet.  

Benioff and company have thought of just about everything – meals, transportation, accommodations – and this year, there was even the Dreamboat – a luxury cruise ship to accommodate 1,100 of the now 150,000 strong that came to San Francisco this year. But if you ask me, they missed the couple of Xanax that should have come with this pamphlet!

 

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Topics: Sales Leadership, Upskilling

On and Off The Court: How to Make Sales Coaching Work for You

Posted by Jonathan Palay
7/23/15 8:54 AM

As a sales manager, you hear a lot about the importance of coaching these days. Start with the fact that without effective coaching or reinforcement, 87% of training content is forgotten in 30 days. There’s even research out there to tell you how much time to spend on coaching! The sweet spot is 3-5 hours per rep per month with the typical manager expected to manage 8 reps and set aside on average 1 hour per week for coaching. The payoff is teams that exceed their goal by 7% on average. 

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Topics: Sales Leadership, Upskilling

The Rep Strikes Back – The 2015 SiriusDecisions Summit

Posted by Jonathan Palay
5/18/15 6:04 AM


The sales rep has taken it on the chin as of late. Conventional wisdom suggests that the role of the rep isn’t quite as important as it used to be.

In this digital age of social media, catchy sound bites like these get amplified. But at the 2015 Summit on Thursday, SiriusDecisions said, "not so fast." Of course, digital buying behaviors are changing the buyer journey, but maybe not in the way you’ve thought.

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Topics: Marketing, Product or Service Introduction, Sales Leadership


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