How to Fast-Track New Rep Productivity

Posted by George de los Reyes

February 18, 2014 at 7:00 AM

It’s every Sales Manager’s struggle.  You’ve had an open territory for some time.  Getting quality candidates through the interview process has been slow going.  You finally found an A-player.  HR is done with the new-hire training.  Now you need them in the field producing… and fast.

So how do you get your new rep to produce quicker?  In some organization, reps can take up to a year to fully ramp.  That’s way too long.  In this blog, I will cover five ways to accelerate the onboarding of new talent. At the end, you'll be able to download our 30-Day Guide to Getting Reps Productive Fast.

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Topics: Sales Leader, Sales Training, Sales Management, Onboarding, training, Sales Manager

Are Your New Reps Prepared for the Real World?

Posted by Drew Zarges

January 19, 2014 at 7:00 AM

Your company is growing quickly.  You have an aggressive number for the year.  The only way to make it is to hire more heads.  But you’re worried: How long will it take for them to be Customer ready?  What instruction do I need to give them?  How can I ensure their success?

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Topics: Sales Leader, Onboarding, new job, Small Company Sales Leader Resources, training, Hiring for Sales

How to Take the “Snore” Out of Sales Training

Posted by Tom Maloney

January 11, 2014 at 7:00 AM

Have you ever presented a “sales golden nugget” that your audience didn’t understand?  It is so compelling, yet your sales training class did not grasp it.  Did you look around the room to see if they were still listening?  Did anyone wake themselves up with a “snore”?

This post is about the importance of sales training fundamentals.  The best sales training content is forgotten without memorable delivery.  As the Sales Enablement leader, you need to stimulate interest during the entire program.  Content won’t do it alone.  You need to remember to practice the basics.  If you don’t, a few “snores” might be heard.

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Topics: Talent Management, Sales Training, Sales Operations Strategy, Sales Management Training, Sales Enablement, training, Director of Sales Enablement

When the Training Wheels Come Off

Posted by John Kearney

August 10, 2013 at 7:00 AM

I was lucky enough to be introduced to a sales team’s top performer for 2013.  Julie’s Sales Operations leader thought I could learn a lot from her. Half way through the year, she was 90% to goal.  Her pipeline was full of opportunities likely to close this quarter.  She and her team were on pace to crush the number.  But it hadn’t always been so rosy.

a player talent

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Topics: Talent Management, Sales Operations Strategy, A Players, B2B sales, sales operations, training

Gamification: The Secret to Accelerate Onboarding

Posted by John Kenney

June 29, 2013 at 7:00 AM

Slow ramp time for new hires is lethal. Sales leaders will not Make the Number if they fail to rapidly onboard new talent. The good news is that new techniques are now emerging that make a measurable difference. The sales environment is uniquely suited to take advantage of an innovation called “gamification.” This post is for HR and Sales leaders who ask, "How can we accelerate the productivity of our new hires?" 

Simply stated, gamification provides enticements for accomplishing prescribed learning tasks. The rewards include points, achievement badges or levels, countdowns, leaderboards and even virtual currency. These inject fun and excitement into onboarding.

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Topics: Sales Training, Human Resources, Onboarding, CRM, training

How to Become a Sales Ops Leader To Watch

Posted by John Kearney

April 24, 2013 at 7:00 AM

SBI recently accepted nominations for the Top Sales Operations Leaders to Watch in 2013. The list was unveiled last week at DemandCon. Each one of these individuals has been identified as an outstanding Sales Ops leader.  They represent the best in the business.   This post provides a strategy for making the list in 2014. 

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Topics: Sales Operations Strategy, B2B sales, sales operations, Leadership, Brand, Technology, training

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