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Knowledge Gaps Prevent Quota Attainment
Sales Quarterbacks Blog In 2019, Companies are spending $20 billion a year on sales training, according to the American Society of Training and Development (ASTD) – $20 billion! Yet almost ¾ of those companies say that they’re not getting the ROI they expect from their sales training.

A large part of that is because companies are not responding to the trends and shifts in sales training.

Sales managers and leaders tell Sales Quarterbacks consultants that knowledge gaps among their field-facing personnel prevent them from hitting quota. With sales activation initiatives ranging from non-existent to ad-hoc content delivery to standard training, it is not surprising that many field-facing personnel struggle to make their number.

These scattered approaches lead to mixed results. Organizations suffer from the inability to fill gaps in business knowledge or bring the business organization closer to success.

The goal should always be to help salespeople learn about markets, buyers, the value of service providers, offers and competition, so that this knowledge can be applied to buyer interactions throughout the year.
Designing Effective Sales Enablement
Sales Quarterbacks Blog

What are ways to design more effective Sales Enablement & Training?

Well, one approach is to be informed by the selling motion deployed for your product or service. The one-time sale of a retail product is very different from selling software as a service (SaaS solutions), for example.

Sales Quarterbacks’ research tells us that the type of demand (new concept in established market, completely new paradigm or established market) plays an important role in the resources and tools required by Sellers approaching that market. Hence, the market situation makes a huge difference.

The aids, tools and content that your client-facing personnel require and the sequence in which they require them during the sales cycle depends on the type of request they receive from the prospect.

Sales representatives selling in new paradigms, for example, need competitive product comparisons much earlier in the buying process than sales representatives selling in established markets.
Sales Kickoff
Sales Quarterbacks Blog A sales kickoff is an annual meeting (usually in January or July) for your entire sales organization. The main goals are motivating your client-facing personnel, sales managers, and leaders; laying out your go-to-market strategy; and celebrate last year's accomplishments & wins. You're setting the tone for the next 12 months and getting the entire team -- from the SDR to the Sales VP -- fired up to hit their goals.

Sales kickoffs help boost morale, build team trust and rapport, and ensure that the entire organization understands the priorities and roadmap for the year ahead. Below are Sales Quarterbacks' specific tips for planning and executing a great sales kickoff -- so keep reading.

1. Choose an engaging sales kickoff theme.

2. Create a sales kickoff agenda.

3. Integrate presentations, trainings, and team-building.

Follow these guidelines, and your sales organization won't just absorb a lot from your sales kickoff -- they'll enjoy it, too.
Personalised Customer Insights
Sales Quarterbacks Blog Companies are spending 20 billion dollars a year on sales training, according to the American Society of Training and Development (ASTD) – 20 billion! Yet almost ¾ of those companies say that they’re not getting the ROI they expect from their sales training.

A large part of that is because companies are not responding to the trends and shifts in sales training.

They’re not understanding how learning is happening today. Shifts in Sales Training and Development Shifts are going... Companies are spending 20 billion dollars a year on sales training, according to the American Society of Training and Development (ASTD) – 20 billion! Yet almost ¾ of those companies say that they’re not getting the ROI they expect from their sales training.

A large part of that is because companies are not responding to the trends and shifts in sales training.

They’re not understanding how learning is happening today. Shifts in Sales Training and Development Shifts are going... Companies are spending 20 billion dollars a year on sales training, according to the American Society of Training and Development (ASTD) – 20 billion! Yet almost ¾ of those companies say that they’re not getting the ROI they expect from their sales training.
Visual Story Telling
Sales Quarterbacks Blog According to the American Society of Training and Development (ASTD) – 20 billion! Yet almost ¾ of those companies say that they’re not getting the ROI they expect from their sales training.

A large part of that is because companies are not responding to the trends and shifts in sales training.

They’re not understanding how learning is happening today. Shifts in Sales Training and Development Shifts are going... Companies are spending 20 billion dollars a year on sales training, according to the American Society of Training and Development (ASTD) – 20 billion! Yet almost ¾ of those companies say that they’re not getting the ROI they expect from their sales training.

A large part of that is because companies are not responding to the trends and shifts in sales training.

They’re not understanding how learning is happening today. Shifts in Sales Training and Development Shifts are going... Companies are spending 20 billion dollars a year on sales training, according to the American Society of Training and Development (ASTD) – 20 billion! Yet almost ¾ of those companies say that they’re not getting the ROI they expect from their sales training.
Sales Kickoff
Sales Quarterbacks Blog A large part of that is because companies are not responding to the trends and shifts in sales training.

They’re not understanding how learning is happening today. Shifts in Sales Training and Development Shifts are going... Companies are spending 20 billion dollars a year on sales training, according to the American Society of Training and Development (ASTD) – 20 billion! Yet almost ¾ of those companies say that they’re not getting the ROI they expect from their sales training.

A large part of that is because companies are not responding to the trends and shifts in sales training.

They’re not understanding how learning is happening today. Shifts in Sales Training and Development Shifts are going... Companies are spending 20 billion dollars a year on sales training, according to the American Society of Training and Development (ASTD) – 20 billion! Yet almost ¾ of those companies say that they’re not getting the ROI they expect from their sales training.
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