The sales department is the beating heart of your company. No other team in your organization has the same influence on your brand’s success or failure. If your sales team isn’t well trained and optimized to perform in the modern business world, your company will suffer.  The best way to ensure your salespeople are equipped for success is with a sales training program. Unfortunately, there are several pitfalls that will ruin the efficacy of your sales training. In this guide, we’ll introduce the top five reasons why your sales training will fail, and give tips and strategies to overcome these critical blunders. Reason 1: No Executive Support The success of any company, sales team, or [...]

This is part three of our three-part series dedicated to sales enablement, sales training, and sales culture. Our guest author is Ashley Zagst, who was recently promoted from SDR Team Lead to AE at Chili Piper. When someone says Sales Coaching or Sales Enablement, what comes to mind for you?  For some it comes to 1:1 coaching, for others, people jump straight to thinking about tools.  Unless you know how to leverage those tools in the right way, they are useless. Sales Enablement is so much more than a tech stack. And at its core, it comes down to sales coaching to help reps use what’s at their disposal to do the best they can.  [...]

This is part two of our three-part series dedicated to sales enablement, sales training and sales culture. Our guest author is Niraj Kapur of Everybody Works In Sales. What are your numbers? What is closing this week? What’s in the pipeline. That’s not how you should start work at 9 am on a Monday. Not in 2021. To clarify, I believe sales is the foundation of every business and it’s vital to be selling and prospecting every day. Without this function, you will be in trouble. I observe all kinds of behavior from sales leadership all the way down from the CRO, VP of Sales, sales directors, sales managers, and even sales reps. Some of this [...]

2020 and 2021 have thrown sales enablement, sales training, and sales coaching into a trial by fire moment. We are still adjusting and will most likely continue adjusting for the next 12-18 months.  We all want to know what’s worked well? What are the best practices? And ultimately, what does better really mean when it comes to sales enablement, sales training, and sales coaching?  So we decided to reach out to some experts to get their feedback. Over the next few weeks we are turning our blog over to them. This will be a 3 part series dedicated to sales enablement, sales training, and sales coaching. Please feel free to add your comments as well. [...]