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4 Sessions to Watch at the 2016 ATD Conference

Posted by Gavin Matthews
5/17/16 3:54 PM

ATD’s 2016 conference is taking place at home in Denver on May 22nd-25th. The Association for Talent Development’s annual conference covers all aspects of the learning and training space, with a particular focus on the strategies and technologies that enable sales. As usual, the event is packed with sessions to move enablement forward. 

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Topics: Sales Enablement, Onboarding, Upskilling

Sessions You Cannot Miss at the 2016 SiriusDecisions Summit

Posted by Gavin Matthews
5/13/16 2:22 PM

2016’s SiriusDecisions Summit is right around the corner – May 24-27th in Nashville. This event always serves as one of the most progressive windows into the evolution of the Sales, Marketing, & Enablement ecosystem. Over the past couple of years, the things that we’ve taken away have provided much of our strategic roadmap at CommercialTribe.  

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Topics: Sales Enablement, Onboarding, Sales Leadership, Upskilling

Three Traits of World-Class Onboarding Programs

Posted by Gavin Matthews
4/1/16 11:33 AM

Part of working with enterprise sales teams is being able to witness the range of approaches to new hire training. With so many different potential avenues to engaging reps early and driving long-term learning, it can become challenging to identify what an organization does right, and what is stunting growth.

Luckily, when you look at the top programs, you can identify three distinct characteristics that make an onboarding approach best-in-class: longevity, cadence, and practice.

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Topics: Sales Enablement, Onboarding

Learning Cycles and Certify to Fly for Sales Kickoff

Posted by Paul Ironside
10/22/15 10:23 AM

In Part 1, I reviewed the idea of efficiency vs. efficacy in sales training, and many of the situations that challenging rep performance and ability. In Part 2, I covered the idea of the Learning Cycles approach to sales training, and Certify to Fly – a model for ensuring learning sticks before, during, and after your sales kickoff.

If you ask sales leaders what is on their minds in Q4, the answer is nearly universal: “How will we close the quarter?” If you ask them what else is on the horizon, the answer is again ubiquitous: “What’s the plan for sales kickoff?”

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Topics: Sales Enablement, Onboarding, Message Adoption, Product or Service Introduction, Sales Leadership, Upskilling

Learning Cycles: A Structure for Sales Training

Posted by Paul Ironside
10/15/15 9:28 AM

In a followup to Part 1 – a profile of efficiency vs. efficacy in sales training – we suggested a framework to help bring structure to sales training.

Here, I’ll share that framework, and answer a key question: “how do you make sales training stick?” Given the ever-growing complexities across the buyer landscape, the question remains a perennial challenge and arguably the key issue facing sales leadership today.

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Topics: Sales Enablement, Onboarding, Sales Leadership, Upskilling

Efficiency vs Efficacy in Sales Training

Posted by Paul Ironside
9/18/15 9:29 AM

Among the many casualties of the financial crisis of 2008, the economy suffered a loss of jobs. “Do more with less” became the unfortunate mandate from senior management. And you know what? We did. 

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Topics: Sales Enablement, Onboarding, Message Adoption, Product or Service Introduction, Sales Leadership

How Two Former Oracle Leaders Dissected Sales Skills vs. Behaviors

Posted by Gavin Matthews
6/24/15 9:47 AM

In part 1 of our interview, we spoke with Drs. Tom Tonkin and Mark Tuggle of the Sales Conservatory about their role in developing comprehensive sales skill and competency training programs. Both Tom and Mark worked previously with Oracle's Sales Performance Team, and later co-founded the Sales Conservatory. Part 1 covers the concept of sales skills versus sales behaviors, creating reps that take lasting abilities away from training and can adapt to any situation.

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Topics: Sales Enablement, Onboarding

The Recipe for a World-Class Onboarding Program

Posted by Gavin Matthews
6/3/15 10:44 AM

At 2015’s SiriusDecisions Summit, Sharon Little, Research Director, Sales Enablemen Strategies at SiriusDecisions, led a breakout session on the “Sales Onboarding Programs of the Year.” Pairing with top SiriusDecisions clients – Oracle Marketing Cloud, PTC, Zebra Technologies, and PrimePay – Sharon was able to not only identify classifications and goals across different approaches to onboarding, but also to reveal the top-line results that denote a “best in class” methodology.

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Topics: Sales Enablement, Onboarding

3 Ways That Graduation Looks Like Sales Training

Posted by Slay Huff
5/22/15 12:29 PM

First and foremost, congratulations to all May graduates.  By the time you put on your cap and gown, the work has been completed, which, in my opinion, makes the actual ceremony a great time for reflection.

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Topics: Onboarding, Sales Leadership

Your Sales Onboarding Videos are Too Long

Posted by Gavin Matthews
3/25/15 10:37 AM

Sales enablement in the digital age means a whole new suite of resources available to impact learning and cater to changing habits. One of the most impactful methods of sharing information with your new hires is video, a chance for reps to actually engage with and absorb content. One profile shared by Brainshark highlights a 3-6 times increase in learning retention with video, "compared to isolated audio or text/images alone."

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Topics: Sales Enablement, Onboarding


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