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Why You Should Question Your Sales Culture
Today, more than ever before, sales organizations are embracing change. Whether on a journey from product selling to solution selling, or on a transformation to build a Challenger organization, most of...
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How to Create a Challenger Ecosystem
The world of Sales is changing. The amount of time reps get to spend with customers is decreasing. The time to engage with customers is moving later and later in the purchase decision. The speed of...
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Measuring the ROI of Your CRM
A CRM system is not only an integral part of the sales workflow, but is the lifeblood of the sales process, providing reps with the right information for the right customer at the right time. The deep...
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What Leaders Don’t Say, But Reps Hear
While most sales leaders recognize that communication is an integral part of any strategy, exclusionary focus on the ‘message’ may have unintended consequences. Such intensity around the content...
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Motivate Your Reps to Learn…With Gamification
Increasingly, organizations are pairing gamification with traditional sales training efforts to reinforce particular skills and knowledge. Using the principles of traditional games in real-world...
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3 Ways to Improve Sales Certification
In most sales organizations, successful completion of training results in certification. That said, few reps demonstrate newly acquired skills consistently for it to translate to improved sales...
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Your Sales Machine is Obsolete
In my last blog post, I introduced our newest research findings on sales culture, and how most sales organizations today have a sales culture or climate that is hindering their ability to build a...
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Get Your Salespeople to Listen
The biggest challenge to communicating messages to the sales force is ensuring message absorption. While sales enablement and communication teams strive to constantly provide reps with the most...
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Is Your New Hire a High Performer?
Sales organizations are increasingly turning to Insight Selling to cope with increased buyer sophistication and deal complexity. That said, our recent member survey finds that most sales leaders...
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What Salespeople Should Read This Summer
For many of us, travelling is a year-round occurrence, as is reading. But, with summer approaching, comes the personal travel too. Why not share a few personal favorites from my summer reading list....
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Your Reps Are Set Up to Fail
In our last blog post, we wrote on how an organization’s operating environment, or culture, is often the biggest roadblock to behavior change. And, it’s easy to see why—while our traditional change...
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Should Reps Be Allowed to Exercise Judgment?
In our previous posts we talked about how the world of sales is changing, both what confronts the sales rep, but also what is at stake if we don’t take active steps to change the way we think about...
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When You Catch Your Competitors Lying
I don’t know what it is about the month of May, but it must be lying season. Over the last three weeks, I’ve been surprised at the number of meetings I’ve been running where sales leaders and reps have...
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The Single Biggest Secret to Effective Training
There are many challenges associated with designing and running world-class sales training. By far, the biggest issue members voice to us is getting that training to stick over time. To help our...
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Increase Your Chances of Hiring a Challenger
In my last blog post, I covered how most sales professionals fall short on delivering insight and exercising judgment in the sale. I also posed the question on how companies can find sales talent that...
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6 Characteristics of a Winning Sales Culture
In recent posts we discussed why the current sales culture, or climate, of sales organizations is inhibiting Challenger Selling rather than promoting the adoption of winning sales behaviors. In a world...
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Why Reps Struggle to Close the Sale
In our last blog post, we discussed how delivering tailored insights to customers has become table stakes in an era of sales where customers are better informed and more empowered than ever before. But...
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iPads: Changing the Sales Game
Sales operations and enablement teams are constantly looking for new and compelling ways to equip their sales force to better service customers. Many sales organizations are experimenting with mobile...
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Overcoming Sales’ Unpredictability
As many of you know from our work over the past several years at the CEB Sales Leadership Council and confirmed by your experiences with buyers, the empowered customer has fundamentally changed the...
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How to Get Reps to Exercise Judgment
In my last post I talked about the increasing nature of variability within sales today. Most of us will agree that even in largely transactional businesses there is an increasing need for reps to be...
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