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Enterprise enablement, Sales Enablement, Executive Leadership, Sales Leadership

Why Your Great Ideas Are Failing Within Your Sales Team

Picture this: a top sales rep at a major financial institution consistently ranks in the top 5% of his peers. He is knowledgeable, efficient, hard working, and passionate about bringing success to his customers, himself and his organization. Over the years, he has proven that he can achieve--and exceed--his goals. Then one day, management decides to roll out new technology and processes to help reps stay organized and identify greater opportunities, while giving management new reporting capabilities and insight into sales activity. Despite good intentions on all sides, the change does more to hinder the sales rep than empower him. Over time, he grows frustrated with the new system--and his management-- because not only does he not see any value, but it actually wastes his time. To cope, he either stops using the technology entirely or simply inputs minimal info just to “meet expectations.” Either way, the organization loses.

Sharon Gillenwater
By Sharon Gillenwater
on Jul 29, 2015 3:23:00 PM
   
Why Your Great Ideas Are Failing Within Your Sales Team

Picture this: a top sales rep at a major financial institution consistently ranks in the top 5% of his peers. He is...

Sharon Gillenwater
By Sharon Gillenwater
on Jul 29, 2015 3:23:00 PM
How To Achieve Better Marketing and Sales Alignment: Step 1

Let’s be honest, the line separating most sales and marketing teams is more like the Great Wall of China than a line in...

Sharon Gillenwater
By Sharon Gillenwater
on Mar 17, 2015 5:51:00 AM
Information vs. Intelligence: Are You Providing the Right One?

All it takes is opening your inbox to realize we are living in a world of  information overload.

This affects all teams,...

Sharon Gillenwater
By Sharon Gillenwater
on Mar 11, 2015 6:25:00 AM
Are Enterprise Deals Dead?

We have been reading a lot lately--and hearing from our customers who sell cloud-based solutions--about the demise of the...

Sharon Gillenwater
By Sharon Gillenwater
on Oct 14, 2014 12:27:00 PM
New: CXO Priorities Built Into Salesforce.com

Selling to CXOs? What if you could access CXO priorities and personal interests right from Salesforce.com? Now you can,...

Sharon Gillenwater
By Sharon Gillenwater
on Jun 25, 2014 10:34:00 AM
The "Rule Of Thirds" In Enterprise Sales

The "Rule of Thirds" is really quite simple, but we think a powerful lesson lies within. Follow me for a minute.

Lee Demby
By Lee Demby
on Oct 10, 2011 8:11:00 PM

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