Integrity Solutions partnered with the Sales Management Association to perform a sales coaching research survey of over 200 sales leaders at 193 organizations to answer these questions: Is the current approach to sales coaching effective? Does sales coaching impact a sales organization’s performance? How do high performing sales organizations differ in their approach to sales coaching?   Our research yielded definitive and sometimes surprising answers to these questions. Click below and get this Research Brief today!

Inside organizations coaching has become common practice to address issues such as developing talent, ‘onboarding’ key leaders and supporting senior executives. Yet, there is clearly widespread opportunity to integrate some of the skills and competencies inherent in coaching into the roles of managers and contributors at all levels in an organization. We call this: the Coaching Mindset. Click below to download this White Paper.

WHAT IS A COACHING CULTURE? Culture shapes behaviors inside the organization and a coaching culture is one deliberately focused on growing and nurturing talent in order to deliver key results, strengthen leadership capacities, increase retention and deepen engagement. A culture that has cultivated a coaching approach to development often demonstrates some of the following characteristics: • Giving and receiving feedback in the service of being at one's best • Focusing on opportunities to help members of one's team grow • Operating in teams with clear goals and roles • Developing others when it matters most • Asking and empowering more than telling and fixing When coaching is embedded through all levels of an organization it becomes the predominant approach to working and leading together with a goal of building a best-in-class organization by building great leaders. Click below to download this White Paper.

ASK MORE, TELL LESS Many of the skills of a great coach are equally effective for a great leader - emotional intelligence, able to provide feedback, capable of creating strong working relationships, comfortable challenging the thinking of another, willing to ‘speak the truth’ when it’s most important, and the list goes on. Of course the question is which coaching skills might a leader adopt to get the best results in these all-important human interactions. Click below to download this White Paper.

How does being a strong leader equal a boost in sales? What sets you apart as a sales manager? Or maybe you’ve made a costly hiring mistake, and aren’t sure how that happened!? To discover more about your management strengths and how to have a rock star sales team, check out SalesFuel’s free white paper: "The Best Sales Manager I Ever Had."

High-quality coaching requires not only effort and collaboration between sales managers, reps, and sales enablement professionals, but also agreement on coaching effectiveness and best practices. Without agreement, it’s hard to make improvements and drive increased sales success. To find out how these stakeholders feel about coaching effectiveness, we surveyed nearly 300 sales reps, managers, and sales enablement professionals, asking them fundamental questions about their perceptions and preferences. While we found alignment in some areas, reps, managers, and sales enablement leaders differed in their opinions about coaching quality, coaching needs, and even the impact of coaching on results. Left unchecked, differences between key stakeholders on coaching quality and value can pose a significant risk to revenue goals, and even threaten the relationship between reps and managers. Click below to download and learn what the data showed, what it means, and how you can use this information to improve coaching efforts at your organization.

This preview chapter will allow you a peek into this guide to the iterative organization, the only kind of organization that can learn and adapt fast enough to keep up in today’s world. For anyone running a team of managers, or advising someone who does, it describes the fundamental behaviors that create iteration, explains how to implement them, and includes videos and online assessment to get the process started. Iterate defines what management really is and helps readers create a fast, flexible, focused management team that does it well. Ed Muzio, award-winning author, CEO, and "one of the planet’s clearest thinkers on management practice," provides a research-based blueprint for a management team that will take the next best step for the organization in any situation. This book enables senior leadership, front line and middle management, and human resource executives to equip their teams with both knowledge and practical skills so that they not only understand their own purpose but also perform that purpose well amidst ever-changing conditions. Iterate will help readers create measurable business results on any management team, of any size, in any industry where complex work and frequent change are the norm. Click below to download this preview.

The following excerpt is from "A Practical Guide to Getting Sales Teams to Prospect," by Wendy Weiss, The Queen of Cold Calling™ In The Feeling Good Handbook, Dr. Burns lists "Ten Forms of Twisted Thinking" that occur when people are depressed. My years of training and coaching sales professionals have made it clear that people who are not depressed can fall into these twisted ways of thinking, too — and many, many sales professionals, unfortunately, employ "twisted thinking" when it comes to prospecting. Click below to download this excerpt and for the link to download the complete eBook

Branded currency plays a critical role in a merchant’s marketing mix and customer retention strategy. Gift cards, points, loyalty, rewards and promotional value all help merchants expand their market share, reach new corporate customers and retain those customers. As branded currency continues to evolve and promotional and loyalty programs grow more complex, merchants are increasingly teaming up with specialized prepaid card companies to turbocharge their B2B gift card sales. From basic fulfillment to lead management and fraud prevention, this guide is designed to walk merchants through the considerations of setting up and launching a successful B2B gift card program.

How to use video in your sales enablement practice to help your reps ramp up more quickly, sell more efficiently, and share best practices more easily. Click below to download this Whitepaper.