Culture (per Merriam-Webster) is defined as the set of shared attitudes, values, goals, and practices that characterizes an institution or organization Culture is hard to characterize, hard to measure and hard to change. Therefore, it often gets ignored on the list of levers to pull when...

Our industry has been talking about sales and marketing misalignment for a long time, and for good reason. Eighty-three percent of “World-Class” sales organizations identified in our annual sales effectiveness study say that sales, marketing and customer service are aligned on their customers’ needs and...

In the recently released book, Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Framework, CSO Insights Research Director Tamara Schenk (@tamaraschenk) defines, and draws a distinction between, some key concepts that our industry tends to use interchangeably:Sales Process is the...

Sales is unlike any other corporate function for a number of reasons: the empowerment of the frontline, the direct correlation to revenues, the connection to customer, the tenure in frontline positions.As such, a decade ago sales training split off from corporate learning & development in...

Did you know that quota attainment is on a five year decline? That sales organizations with a culture of continuous development are more successful than their peers? Do you have a clear view of how your sales organization may compare to others?As sales continues the...

My son recently joined a little league baseball team. This weekend brought the life lesson I had been waiting for ever since he moved up to the level where they keep score – they got beat. They didn’t just get beat. The mercy rule had...