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One Trick to Double the Value of Sales Kickoff

Posted by Gavin Matthews
1/12/16 2:59 PM

Sales Kickoff remains one of the best ways to energize the team, check in on performance and progress, and introduce the new strategies on hand for the year. This is when products and messages for most companies meet the road and start to reach your prospects. Adding a simple element to the formula – pre-work – can completely change the impact Kickoff has on your team and goals.

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Topics: Sales Enablement, Sales Leadership, Upskilling

Video Alone Will Not Change Enterprise Sales Learning

Posted by Gavin Matthews
12/8/15 12:38 PM

A great recent article in Training Industry – Video Bytes: Just in Time Sales Training – gets at a change happening across the enterprise: video is becoming the best medium for learning initiatives. The benefits of video are rather clear, with reduced travel costs, deep engagement, and reusable content, and the impact is certain to grow through the next decade. 

But there’s a catch: video alone will not meet the needs of the changing enterprise.

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Topics: Sales Enablement, Sales Leadership

What The Sales World Can Be Thankful for This Year

Posted by Gavin Matthews
11/30/15 12:57 PM

In the sales world, Thanksgiving usually means one thing: there is just one month left to close Q4 deals! With the pressure to generate year-end business, the functions surrounding sales generally get little time to give thanks and celebrate a year’s worth of accomplishments.

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Topics: Sales Enablement, Marketing, Sales Leadership

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

Approach Sales Kickoff with a Goal in Mind

Posted by Gavin Matthews
10/13/15 2:42 PM

We recently surveyed a number of our enterprise clients on a topic familiar to every sales leader in the last quarter: Sales Kickoff. The question was simple – what is the value of your Sales Kickoff? The responses fell into three buckets: 

  1. Culture – the event drives enthusiasm, cohesion, and employee retention
  2. Recognition – an opportunity to acknowledge those that are contributing to the organization’s success
  3. Learning – ability to create alignment on the commercial plan from communicating go-to-market strategy to what the team needs to know to win
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Topics: Sales Leadership, Upskilling

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

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

Join Us at the 2015 Corporate Visions Conversations that Win Conference

Posted by Gavin Matthews
9/16/15 11:38 AM

On Sept. 21st, Corporate Visions is bringing their insight-based Conversations that Win conference back, one of the most important events of the year for sales and messaging.

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Topics: Sales Leadership, Upskilling

5 Must-See Sessions at Dreamforce 2015

Posted by Gavin Matthews
8/31/15 11:29 AM

Dreamforce 2015 is a behemoth, with over 140,000 visitors expected in San Francisco and more than 400 vendors at the Cloud Expo. Without a game plan in mind, it is easy to get lost and miss out on great sessions.

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Topics: Sales Leadership, Upskilling


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