4 Answers
4,758 Views
Alicia Lewis
Culture Amp Senior Sales Director • January 12
To be an effective sales leader, you must have strong communication skills and be driven by data and process. Strong communication, especially a coach-like mindset, is extremely important in terms of supporting reps to achieve quotas. Positive and effective communication between a leader and t......Read More
1745 Views
2 Answers
1,564 Views
Andrew Zinger
Figma Global Director, Sales Enablement • January 10
Ah.. a great question and something that I have yet to see perfected, but continues to get easier as many enablement and development professionals know and argue that companies cannot afford NOT to invest in the soft skills development of their employees. Historically I have seen that budgets typ......Read More
1185 Views
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5 Answers
4,274 Views
Roee Zelcer
TikTok Head of Sales, Products & Services • February 9
Naturally, in most cases, sales teams are mainly measured against revenue. This could come in many forms such as potential revenue such as leads, MQLs, SQLs, etc., or actual revenue from active and existing clients. I think there is one main KPI that is commonly overlooked, and that is the qualit......Read More
1600 Views
7 Answers
5,119 Views
One of my favorite sales interview questions to ask is "Tell me about a time something did not go according to plan in your personal or professional life. What happened and what would you do differently, if anything?" This one's great because it helps the interviewer see if the interviewee is jus......Read More
961 Views
1 Answer
2,798 Views
Jeff Michaels
Mobivity Vice President, Sales & Marketing • February 16
While answering the "sales team org structure" is easy, it can quickly lead sales leaders and organizations down a constrained, unscalable path requiring frequent restructures that are disruptive and distracting from revenue growth. Here's what I mean by that. As Sales/Revenue leaders, it ofte......Read More
2798 Views
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3 Answers
1,350 Views
Sarah Mercedes (Osborne)
HubSpot Head of Corporate Sales, West Coast • January 24
The simple answer is that I didn't. However, it didn't take long for me to realize that in order for me to accomplish what I was driving on personally (both internally, as I thought about promo paths at the companies I've worked for and externally, when selling into other companies), I needed to ......Read More
500 Views
2 Answers
1,235 Views
Adam Wainwright
Clari Sales Director • January 11
The best way to improve interviewing skills is super simple - and this is going to sound reductive - Go ask your most respected colleagues & peers to interview you - just get creative with it. But the take away should be Develop a point of view on your history. what motivates you, wha......Read More
565 Views
2 Answers
1,750 Views
Richard Harris™
The Harris Consulting Group Founder • February 14
By confirming the skeptic(s) as soon as possible. At the end of every sales call the most common thing is for the prospect to say, "Taking it back to the team". Well, who cares who the decision maker is on the team. We need to know the skeptic(s). So saying something like, "Hey I know y......Read More
1199 Views
3 Answers
1,805 Views
Maria White
Cornerstone OnDemand Previously Twilio, Vice President Global Sales Enablement and Education • April 6
Better Together - Collaboration with other departments and Sales Enablement If you have not already started to build out councils with your core heads of department this will allow for set times for you all to meet to collaborate on the enablement priorities and build out RACIs to outline who is......Read More
545 Views
3 Answers
1,597 Views
Grant Glaser
Salesforce Director, Sales Leader Excellence Coach • January 10
Many of the large research firms (ex: Gartner) and other smaller societies exist. They put out interesting reports, whitepapers, and findings that showcase new enablement technology, sales trends, and changes in the learning space. I'd recommend: * Check-out new & topical books * Subscribe ......Read More
648 Views
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