6 Answers
3,860 Views
Shahid Nizami
ActiveCampaign General Manager and Regional Vice President of Sales, Asia Pacific & Japan • January 10
My favorite sales interview question is meant to figure out if a sales rep has really run complex deals regularly. * I ask them to name their top 3 large and complex deals they've closed. * Then I ask them to tell me in more detail about a large & complex deal which is not in the top 3 li......Read More
846 Views
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4 Answers
2,230 Views
Alicia Lewis
Culture Amp Senior Sales Director • January 12
When determining whether someone should receive a pay increase, it's important to ask three key questions. 1.) Is the rep displaying the golden side of our values and behaviors? 2.) Did the rep achieve or exceed 100% of their target? 3.) Is the rep actively learning and applying lessons fro......Read More
892 Views
3 Answers
3,115 Views
Andrew Zinger
Figma Global Director, Sales Enablement • January 10
People's definition of 'hard skills' may differ depending on where they work, what the sales organization makeup is, and what product/platform they are selling. In my experience, the 'gold standard' sales leaders have a few attributes in common when it comes to 'hard skills'. For instance all see......Read More
982 Views
5 Answers
4,014 Views
Adam Wainwright
Clari Sales Director • January 11
I'd say the one thing that winning candidates have in common is based on how easy they are to talk to. When an interview goes right its. 1. Focused 2. Educational 3. Inpsired 4. Interesting 5. Flows well So, the best candidates tend to have enough knowledge about me or my business that ......Read More
622 Views
1 Answer
1,376 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
1376 Views
2 Answers
1,203 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
746 Views
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3 Answers
1,346 Views
Maria White
Twilio Vice President GTM Enablement • April 6
Staying up to date on industry trends and sales enablement best practices is something that needs time to absorb the information to analyze if your organization needs to adjust any of the current or future programs. Below I have outlined a few ways to stay up to date on both industry trends and b......Read More
409 Views
3 Answers
1,486 Views
Charles Gryor Derupe
Square Director of Content and Launch Readiness Enablement • February 7
I'll be honest, I've been in the Sales Enablement industry for a while and this is something that takes so much time to master and has so much nuance depending on your organization's structure. Here are some tactics I use that have helped me get 80+ people in my last annual strategy review. It bo......Read More
432 Views
3 Answers
1,303 Views
Grant Glaser
Salesforce Director, Sales Leader Excellence Coach • January 10
There are many of ways to incorporate feedback into your enablement work. One framework that has served me well is the, 'Successive Approximation Model (SAM)'. In summary, it's all about: * Preparation Phase - scope, collect, brainstorm, sketch, & prototype * Iterative Design Phase - design......Read More
523 Views
1 Answer
644 Views
Brian Tino
InVision Vice President, Global Sales • January 25
When you are the first sales leader at a company establishing the function, you're going to constantly battle the demands on your time. Personally, I tend to use a mixure of the Eisenhower Matrix combined with ruthless diligence of writing down my Top 3 priorities for the quarter, the week, and t......Read More
644 Views
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