74% of companies are spending more on enablement efforts than they did last year, but sales enablement teams are struggling to quantify the value of on-boarding and training efforts and identify what activities have the highest impact on rep productivity.

With average turnover at 30% per year, management is putting increasing pressure on HR and sales enablement to hire even more quickly and shorten onboarding time so reps can get into the field and start selling.

What does it take to be a high growth company? In November, 2016, DiscoverOrg and Smart Selling Tools decided to find out. We surveyed 200 sales and marketing leaders about growth at their companies and a host of factors that could be accelerating it or inhibiting it. The survey included questions regarding their teams, budgets, …

I recently discovered a book by Daniel Coyle called, “The Talent Code: Greatness isn’t Born,  It’s Grown. Here’s How.” The author’s interest in the subject began when he noticed how there seemed to be talent hot-beds around the globe and wondered why they materialized there, and perhaps more importantly, why they didn’t materialize elsewhere. What …

Studies have shown that companies that successfully engage their sales reps have 2.5 times higher revenue than those with lower levels of sales rep engagement. If done right, the result is lower turnover and increased productivity. The secret to success, however, requires hiring the right salespeople, onboarding them effectively and optimizing their performance throughout their …

  What do your sales and marketing departments need to produce more revenue? MarketingProfs reported that organizations with well-aligned sales and marketing teams demonstrate 36 percent higher customer retention rates and achieve sales win rates that are 38 percent higher than in less-organized businesses. Clearly, sales and marketing should be aligned. Furthermore, teams that are …

Guest post by Neal Polachek 2/11/16 As each new year begins, sales organizations go through the age-old ritual of establishing sales quotas. It is never an easy process. Early in my career at a major directory publisher, I had the assignment of figuring the book-by-book sales objectives. I was pretty new to the organization and …

Using Data to Mitigate the High Cost of Onboarding The cost of finding, training and retaining a new sales rep is a six-figure proposition for most organizations according to research from DePaul University. Moreover, the typical onboarding process can take nine months or more. The longer this rolls on, the bigger the impact on revenue, …

Want to Improve Sales Performance? Just Stop Doing This… We all want things to be easy—or at the very least easier. Here’s the thing though, the longer you’ve been at something, the more complicated and time-consuming it becomes. Think about the last time you started something new. Perhaps it was a hobby, or perhaps it …