I recently had the opportunity to co-host a webinar on the Future of Sales Coaching (access recording here) with Jake Miller, Product Marketing Manager, at Allego. As part of the webinar, Jake shared some of Allego’s insights based on a survey Allego conducted of nearly 300 sales reps, managers, and enablement leaders on sales coaching. One key takeaway from this survey (see chart below) is that the #1 “ask” from sales reps was for more skills-based coaching.
The single greatest trend in software technology over the last 20 years (Salesforce.com was founded in 1999) has been the adoption of Software as a Service (SaaS) applications by corporations. On a daily basis, employees use a variety of SaaS applications to more efficiently manage their accounting, human resource, marketing, and sales functions.
On this Q&A episode: "What makes up the mindset of a top performing sales professional? What are the characteristics that help top performers stand out or that make them more effective?"
As your company begins to hire new sales reps and looks for ways to accelerate their ramp-up time, while we would all like our reps to get on quota track faster, we have found that the “readiness” of the sales organization is critical to making this goal a reality.
I’ve often been asked as the CEO and co-founder of Sales Readiness Group, what does “sales readiness” really mean. In today’s hyper competitive sales environment, companies are looking for their sales organization to consistently deliver great results. Sales readiness is the work that needs to take place up front so that your sales organization can produce those results. For a company to be “ready to sell” it must optimize numerous sales readiness factors. These include (i) overall sales strategy, (ii) sales methodology, (iii) integrated sales & marketing, (iv) performance management systems, and (v) sales organization and talent.