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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

The New Sales Tool Stack

Posted by Paul Ironside
7/28/15 4:20 PM

Think back to 15 years ago: sales tech was finally coming online, in-person meetings still ruled, and Salesforce was entering the market as a young challenger to the status quo. CRM soon became the foundation of the new sales team, driving easy alignment with the sales cycle and a stream of data that anyone could use to improve the team.

15 years later, the world of sales technology has blossomed. Along with improvements to Salesforce came a broad variety of new tools – CMS, data/analytics, lead generation, company databases, email tracking, and more. For a growing or existing sales team, the options have become incredibly complex, often with no clear path to growth or ROI. Each team carries its own toolkit, often with only a CRM at the core and a mix of other solutions supporting the organization.

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Topics: Sales Enablement, 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


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