Early this year, I began studying revenue-enablement trends to learn more about current priorities, challenges and best practices. What I’ve learned in just a few months has been both eye-opening and deeply concerning. More than one in four revenue enablers reported a job loss during the study period. Such deep cuts often have a cascading…
Are the members of your team comfortable taking calculated risks, role playing, and checking in regularly with their managers? If the answer is yes, you’ve created an environment that nurtures psychological safety and this can enhance both individual performance and the performance of the entire team. If the answer is no, you’re ignoring an important…
Despite significant investment in sales-training programs worldwide, nearly 70% of the information provided is very likely forgotten within a day and another 10% or more is likely forgotten within a week. Discouraging results for sure, but why is this happening and how quickly can we do something about it? The answer begins with the Ebbinghaus…
Sellers need to practice a conversation 30 times before they begin to master it. Yes, 30 times. An analysis of more than 420,000 sales training role play conversations revealed that 30 repetitions is the magic number to begin seeing a significant increase in performance. Hence The Rule of 30. In 2023 Sales Educators’ Academy noted…
Sales leaders understand that practice and real-world customer interactions are vital to maximizing sellers’ potential. This theory proposes that more practice leads to better performance. However, our observations and experiences frequently reveal what I call “The Practice Paradox.” This paradox may prompt top-level leaders to reconsider their sales training philosophy and methods. This paradox stems…
More than 40,000 books, publications and journal articles have focused on strategies to motivate sales reps and sales teams. Despite the comprehensive research and a wealth of strategies, an astonishing dilemma persists – approximately 25% of the salesforce turns over each year. Yes, every four years there’s a complete cycle of recruiting and training new…