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Everyone wants good sales coaching, but it\'s not easy to get stakeholders aligned on how to do it. Where\'s the disconnect, and what can you do about it? Join Henry Bruckstein, Founder of Canam Research, and Jake Miller, product marketing manager at Allego, to learn important insights from the new 2019 State of Sales Coaching survey. Our speakers will compare survey responses from sales reps, managers and sales enablement pros to uncover:
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Why do executives test and screen professional salespeople? How can your salespeople circumvent that process and develop trusted advisor level relationships with those executives?
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94% of buying executives expect salespeople to have business impact discussions with them. But only 19% of salespeople are effective at this.
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Management can be, well, difficult to manage. In too many organizations the term itself is a synonym for unnecessary paperwork and uninformative meetings, conjuring an image somewhere between befuddled bureaucrat and dominating parent. But the real function of management - it\'s highest function - is to keep the organization on track, constantly adjusting resources, activities, and priorities so that the highest priority outputs are delivered despite significant, unforeseeable changes along the way. If you\'re running a management team you need everyone working together on your higher-level goals, not creating silos and arguments among themselves.
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Frequently selected for their ease of use and accessibility, gift cards are a tried and true incentive often used to encourage sales teams to meet and exceed their goals. However, many people think gift cards can be impersonal, and that the recipient may not feel truly recognized. When managers and executives shift their view of gift cards to branded currency, these simple rewards can quickly energize the sales team\'s engagement and performance.
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Most sales training ILT has never been effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.”
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Companies spend around $90 billion dollars annually on non-cash incentive programs.  Yet, even among the most admired companies, satisfaction with recognition is almost always among the lowest rated items on employee opinion surveys.  With so much investment, why is there so little return? 
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According to research done by the Bridge Group, annual turnover in sales positions ranges from 20% to 34%. A recent study by the Society of Human Resource Management estimates that every time a business replaces an employee, it can cost, on average, 6 to 9 months\' salary. This means that for a sales representative making $40,000 a year, it might cost $20,000 to $30,000 in recruiting and training expenses to replace them if or when they leave.
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With Facebook\'s publicity struggles, LinkedIn is finally hitting the mainstream. The effects of Microsoft\'s acquisition of LinkedIn two years ago are beginning to appear and LinkedIn engagement is skyrocketing.
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During this webcast for specific strategies will be taught illustrating coaching strategies that drive talent and how that talent improvement can save organizations money. Often, coaching is viewed as this extra item managers should do time permitted when in fact coaching is now being realized is a great talent and retention tool along with tremendous financial benefits.
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Ongoing sales research repeatedly tells us that modern buyers want something different from sales reps than they’re getting today. Yet, for the most part, sellers continue to do the same old things they’ve always done. This does not bode well for 2019, which is right around the corner.  
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The end of the year is a traditional time to recognize employees, but how you recognize them will define the difference between boring and exciting, between ineffective and engaging, and inspire greater performance in the coming year.  Join Dr. Bob Nelson, multi-million copy bestselling author (1501 Ways to Reward Employees, The 1001 Recognition & Rewards Fieldbook+) and the world\'s leading authority on employee recognition, rewards and engagement to discuss creative ways you can recognize your employees this holiday season that goes beyond a glass of eggnog at the holiday office party. 
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As a sales leader, you rely on your forecast data to be accurate. As a salesperson you feel providing sales data doesn’t help you sell, and is extra “paperwork.”  So the forecast data is typically incomplete, inaccurate, or irrelevant.   
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If you are not getting leads off LinkedIn, you are not using it properly. LinkedIn has over 400 million business professionals on their platform that can potentially help your business. On the other side, if you are not using a sales automation tool to reach out to the leads you get from LinkedIn, you are wasting hours a day that could be spent closing sales..
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Are your sales reps operating in a crowded marketplace where prospects are more rapidly becoming more knowledgeable and competitors more aggressive?  In environments like these, it\'s easier than ever for your sales team and product messages to get lost in the noise. 
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PowerPoint graphs and charts are an excellent way to show information visually, allowing an audience to see the trend or result straight away.
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Sales and Marketing teams exist in highly competitive, ever-shifting environments. Determining your teams’ focus can be a game changer and help set the stage for immediate and long-term WINS.   
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You can keep taking your best guesses on how best to engage your team, your bosses and your customers ... or you could understand the science behind what really makes the difference. The science of the brain is the cutting-edge of the art of management. The Neuroscience of Engagement webinar shares insights and strategies that help us raise our game.  
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It’s the common sales manager’s nightmare: your salesperson comes in with a “great opportunity,” but the customer needs a massive discount.
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Now that national sales meeting (NSM) planning season is in full swing, it’s on you to make this one the best ever--which means looking at ways to engage your audience more effectively, ensuring that they\'ll remember all that good stuff you’ll be telling them about, and keep it fun.
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We all see the analyst reports about how few reps meet quota. We all know that buying and selling is changing and requires a new approach. And we all know, don’t we, that our reps spend way too much time product pitching – when prospecting, in discovery, and even in solution dialogues.
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  Ideally, sales compensation and non-cash incentives should work in harmony. But we’ve all seen examples where these two powerful motivators actually end up sending conflicting messages to sales teams.
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Prospecting during Q4 presents a challenge, but there are 5 compelling conversations you can have that open the door AND drive new business quickly. Join prospect attraction expert and award-winning author of The Sales Magnet, Kendra Lee, and discover how to change up prospecting conversations to uncover opportunities your team can still close in Q4.
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Do you use PowerPoint on a day to day basis? Would you like to get more done? Get better results? It\'s possible! This online PowerPoint masterclass is perfect for anyone struggling to make their slides stand out.  
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