Why Invest Time and Effort in Q4 Planning for Sales Kickoff?
Enablement for Go-to-Market, Not Just Sales
It is Q4, and for most people in sales that means an all-out effort to hit year-end targets and post a strong close the fiscal year. At the same time, we find ourselves pulled into planning for the new year, and that often includes a Sales Kickoff (SKO) for the Sales and Go-to-Market (GTM) teams.
SKO is typically the biggest investment the organization will make on the internal team all year. When done well, SKO can have a huge multiplier effect on the long and short-term productivity of the Sales and Sales and GTM teams, as well as significant boosts to employee retention, team building, and job satisfaction.
Have We Gotten Stuck in Old Patterns? Exploring Dynamic Leadership.
I recently had the pleasure of being interviewed by Chris Anderson, head of Community & Events at Guru. Our conversation turned into an exploration of how Sales Enablement has evolved, how technology impacts our work, what metrics to track, and how shortsighted it is to provide enablement for just “Sales” instead of the entire customer-facing Go-to-Market team.
Transforming Raw Talent Into Sales Success. What Makes Someone Coachable?
When I look at some of the older leadership models that depict an authoritarian leader who dictates and directs, I notice a visceral reaction within me. While there is some comfort in this well-worn and known model, I also feel a strong resistance to it. Why the resistance? In practice and over time, this traditional model is short sighted and rigid, with the potential for creating cumulative losses.
How to Keep SKO Momentum Going!
“I have great people on my team, but I’m struggling to bridge the gap between raw potential and sales success.” This sentiment is a common one, especially in the fast paced world of technology where sales leadership often finds themselves recruiting smart and capable people with the intent of developing their raw potential into sales success.
Do You Want to Level Up Your Next Sales Kick Off? We Have The Formula.
SKO was a success! Your team left motivated to execute on the year’s initiatives, and you feel good that the week will have a tremendous impact on the year's success. Now you ask yourself, “How do we keep that momentum and focus all year long?”
Broken or Just Missing Some Pieces? Diagnosing Sales Process Shortcomings.
It is Q4, and for most people in sales that means an all-out effort to achieve year-end targets and have a strong close to the fiscal year. At the same time, planning is underway to start the new year off with a bang, and that often includes designing an SKO experience for the Sales and Go-to-Market teams.
Performance Management - What are the Roadblocks to Creating a High Performance Team?
Maybe your sales process is like a jigsaw puzzle. You’ve done a whole lot of work on it, you can see the picture on the box that shows what it’s supposed to be, but it’s still missing some pieces and you can’t seem to find which ones they are.
Why Don’t They Listen to Me? Calling For Help.
The term “performance management” sounds flashy, but it’s pretty broad and how the heck does one really go about managing this performance we’re chasing after?
When is the Right Time to Bring in Sales Enablement?
Ever wonder why someone else saying the same thing can produce different results?
What...? I'm Out of Time Already?
Should you wait until things are difficult before bringing in sales enablement, or should you stay ahead of the curve by investing early?
2018 planning is firmly underway. Yes, you read that correctly. 2018 is fast approaching, we are planning, and so should you.