The data speaks for itself: Sales coaching matters a lot. To be precise, sales coaching matters most. It’s the only enablement service that leads to 2-digit improvements in win rates for forecast deals year after year.Based on our 2018 data, 40% of organizations leverage the...

Sales coaching is the enablement service that matters most in terms of business impact. This is a fact that CSO Insights has observed year over year. Improvement of win rates for forecast deals by 27.6% is absolutely achievable, if you follow a dynamic sales coaching...

Whenever I address the topic of sales coaching in conversations with sales leaders, at events, and in workshops, people are highly interested. At the same time, many of them initially assume “of course, this is what we are already doing.” Upon hearing a few more...

Last week, we discussed the good news: Sales coaching is finally heading in the right direction. We also stated that only 30% of organizations currently leverage the tremendous performance impact of double-digit improvements that require a formal or even dynamic approach. That means 70% either...

We are just a few days into 2018. It’s a good opportunity to review your investments in sales enablement. How much do you invest in your salespeople and your channel, and what do you invest in your sales managers?If you don’t invest in your sales...

Two weeks ago, I wrote about bad sales email habits, using an example of a prospecting email approach that was set up to fail. I made a couple of recommendations on how sales enablement and sales managers can significantly improve the quality of prospecting emails.I...