It would be difficult to find a modern sales organization that does not provide training for their quota-carriers, and yet fewer than half take the additional step of serving up post-training reinforcement to support those lessons learned. This article explores the performance results and business competencies of companies who emphasize sales learning not only as an event, but as a lifestyle.
How do Best-in-Class firms utilize the CRM as a springboard for team-wide success? Peter Ostrow shares what he’s found.
More than ever, companies expecting scalable and repeatable sales success stories are embedding their educational efforts into long-term, flexible, tech-savvy methodologies designed for multi-year results.
Both sales managers and individual contributors fail to leverage data-driven opportunities, and objective external support systems, to identify nuanced, subtle, and coachable moments throughout the sales cycle.
The recent re-invention of the Sales Operations function at SunGard Financial Systems provides us with real-life insight and guidance regarding how Best-in-Class companies deploy and integrate a significant number of technology and service enablers.