The CommercialTribe Blog

Subscribe Today

Sales Enablement Is the Bridge Between Marketing and Sales

Posted by Gavin Matthews
3/9/15 10:26 AM

An Interview with Debbie Farese,
Senior Manager, Sales Enablement at HubSpot

We spoke with HubSpot Senior Manager, Sales Enablement Debbie Farese about the intersections of Sales and Marketing and the future of Sales Enablement. As technologies further mature and impact the role, leaders have to adapt to more data, more opportunities, and a greater ability to shift sales performance.

Read More >>

Topics: Sales Enablement, Onboarding, Interviews, Upskilling

Troubling Turnover: 34% of SaaS Sales Reps Will Not Finish 2015

Posted by Gavin Matthews
2/23/15 11:31 AM

It’s time for another wakeup call.

Recent research by The Bridge Group and For Entrepreneurs shares an ongoing shift in 2015’s SaaS inside sales organizations, data that together tells a story of declining returns and growth in training.

Read More >>

Topics: Onboarding, Sales Leadership

The Future of Sales Training with Xactly's Sean Murray

Posted by Gavin Matthews
2/19/15 1:15 PM

We spoke with Sean Murray, Xactly's Senior Director NA General Business, about the role of technology in sales and how onboarding and training are changing. As technology continues to impact organizations of all sizes, the first to adapt often set the example for their peers. 

 

Read More >>

Topics: Onboarding, Interviews, Sales Leadership

Repetition, Repetition, Repetition: Sales Training with HomeAdvisor

Posted by Gavin Matthews
1/16/15 11:21 AM

We spoke with HomeAdvisor’s VP Denver Sales, Brad Fosser, about training, practice, and the technology that guides his plans for 2015. Like many other nationwide companies, HomeAdvisor has sales offices in Denver, Kansas City, Washington, D.C., and New York, making solving the challenges of delivering consistent messaging and training at scale extremely relevant to their mission.

Read More >>

Topics: Onboarding, Interviews, Sales Leadership

The Expert's Guide to Planning Sales Training

Posted by Brian Groth
1/13/15 11:35 AM

 

 

Part one of our series on sales training and enablement, by Xactly Sales Enablement Manager Brian Groth.

 

 

Read More >>

Topics: Sales Enablement, Onboarding

Solving the Sales Training vs. Sales Manager Onboarding Paradox

Posted by Gavin Matthews
12/5/14 8:56 AM

Which of these sales training scenarios sounds more familiar?

Scenario A:
The sales training organization leads onboarding, with sales managers waiting on the sidelines. Yet, after two weeks of onboarding, reps are passed to their managers, who now expect to have fully functioning reps. 

Read More >>

Topics: Sales Enablement, Onboarding, Sales Leadership

Your Millennial Hires Still Aren’t Responding to Sales Onboarding

Posted by Gavin Matthews
11/10/14 11:38 AM

A recent post by River Software shared what every sales onboarding leader and trainer already knows: millennials, typically the new hire age group, are no longer responding to the normal sales onboarding model. River’s ideas are correct: the new era of reps do not respond to the standard classroom model, learn best from their peers, and more closely look for opportunities for continued growth. 

Read More >>

Topics: Sales Enablement, Onboarding

Smarter Sales Training and Onboarding Using the -30, 0, 30 Process

Posted by Gavin Matthews
10/27/14 2:32 PM

Sales Kickoff is not the only thing consuming your time in Q1: the expansion of budgets and new goals often means large-scale sales training, onboarding, and expansion, the growth of reps, managers, and even new executive leadership. The pattern is natural: since you are already focusing on training with Kickoff, bringing on new hires makes sense. Yet, we still face critical organizational issues when onboarding that not only lengthen the process and a rep’s time to productivity, but also take away valuable resources from your Kickoff.  Instead of sticking to the old model, the -30, 0, 30 day model can dramatically decrease your ramp times and churn, building productivity faster.

 

Read More >>

Topics: Sales Enablement, Onboarding

Flip Sales Training and Convert 13% More Leads

Posted by Gavin Matthews
9/24/14 10:24 AM

In the same way that our traditional education system often prevents students from reaching their full potential, standard sales training can hinder the growth of your reps, leaving them unable to learn and adapt and ultimately holding you back from hitting the number. The problem, it seems, is that reps, like students, do the bulk of trial and error learning on their own, missing out on valuable collaboration, coaching, and peer feedback.

Read More >>

Topics: Sales Enablement, Onboarding, Upskilling

50% of New Sales Hires Won’t Meet Expectations This Year. We Can Do Better.

Posted by Paul Ironside
9/16/14 8:01 AM

It’s time to rethink how we train our reps

 

“Education has been preparing our students for an economy that no longer exists. Technology and globalization have transformed our society.”
Dr. Yong Zhao
Read More >>

Topics: Sales Enablement, Onboarding, Sales Leadership


Subscribe to the Blog