Sales Enablement

The Great Resignation is Real. Here’s What You Can Do.

The Great Resignation.

The Big Quit.

The Great Reshuffle.

The Brain Drain.

We’ve all heard about it, despite its many monickers. But what is it, and how does it affect all of us?

The Great Resignation is an ongoing economic phenomenon where employees in Western countries, India, and China have voluntarily resigned from their jobs en masse. This event started way back in early 2021.

Hundreds of thousands of workers have opted to become their own bosses in what was—and still is in some cases—considered a seismic shift in the global job market. In contrast, others have used their newfound time to travel the world or pursue single-interest activities.

As a result, there is a growing concern among workforce experts, economists, and the business community that the resignation trend will cause significant disruption to supply and demand balance across the global labor market.

How to Deal with the Great Resignation

How to Deal with the Great Resignation

Be Interesting and Appealing to the New Generation of Sellers

The workplace is changing rapidly. Millennials and Gen Zers are now in charge, looking for work experiences to help them develop their skills, advance their careers, and impact the world.

They want to be challenged and engaged with their work, while Gen Zers want to feel included. Both generations value collaboration over competition.

Millennials are known for being highly educated but also very mobile, so it’s no surprise that they seek out organizations that offer them opportunities to develop their skill set and advance their careers to achieve their goals. However, even though millennials are often considered the “digital natives,” Gen Z respondents were found to have similar expectations for workplace experiences; they would be willing to change jobs if it meant working for a company with a clear sense of purpose.

Have an Efficient Onboarding Process

The seller onboarding process begins when a company hires a new seller. It continues until the new employee has completed all required training and certifications, performed well on their first real-world sales call, and established a record of success in the field.

The onboarding process has many goals, including:

  • Setting expectations with new sellers, so they understand the company culture, policies and procedures, and what it means to be a seller on [company name]
  • Teaching new sellers how to use our tools and systems so that they can complete their work tasks effectively and efficiently
  • Providing support for new sellers as they become acclimated to working with buyers from your industry.

Onboarding has become a critical part of sales, especially in B2B. This change is necessary because it allows for a more personalized approach to onboarding that gives sellers the tools they need to succeed. It also provides a faster ramp-up time since there are fewer steps between initial engagement and actual sales activity.

Empower Your Sellers

Empower Your Sellers

There is no better way to ensure the success of your sellers than by providing them with a strong sales coach.

A good sales coach will help your sellers develop their skills and abilities over time to keep up with the changing landscape of the marketplace.

The business world is constantly changing, and if you want to stay ahead of the game, you need to provide your team with constant training and development opportunities.

A good sales coach can help you get to the next level by:

  • Helping you identify your strengths and weaknesses
  • Setting goals that are achievable but challenging
  • Providing actionable advice that will help you achieve your goals
Branding Digital Selling Digital Transformation

Personal Branding: A New Defining Factor in Business

America Runs on Dunkin’.

Just Do It.

Think Different.

These slogans, at first glance, have the power to remind you of which brands carry them. That’s the power of emotional, lasting branding.

Brand building is developing a company’s brand or a specific product or service. It is also about growing brand equity. The goal of branding is to connect with customers on an emotional level and build relationships due to the customer identifying with a particular image or reputation. 

Branding reflects not only who you are as a company but also what you offer and what value and prestige it carries.

But don’t be fooled – in today’s climate, branding isn’t just for businesses and companies anymore. 

As marketing looks to the digital world for innovation and inspiration, professional personal branding has become more critical than ever. And in doing so, brands have become more humanized.

What is Personal Branding?

What is Personal Branding?

What exactly is a personal brand? 

A personal brand has to be something beyond a username and a handle. It starts with your mindset and grows from there. The goal of your personal brand is to integrate your personality, character, and purpose into one coherent message.

A solid personal brand is vital because it helps individuals to stand out in the crowd. It is used to connect with others and help build a support network. A powerful personal brand allows people to recognize, remember, and refer to you more frequently. It’s like having a shortcut built into your name—an easy way for people to access who you are and the type of value you offer.

How to Fine-Tune Your Personal Brand for Success

How to Fine-Tune Your Personal Brand for Success 

#1: Have a Sense of Identity.

It’s hard to stand out as a polished and professional influencer online. Your tone, goals, and message must be clear, concise, and cohesive. Your brand identity establishes trust with followers and clients. Create a clear personal brand identity that represents you personally and professionally.

#2: Where Do You Want to Go?

You can’t be everything to everyone, but if you know your brand and how it can make your business more successful, you can be exactly what people need from someone like you.

When we think about our careers, we tend to focus on the present: what about tomorrow? How does your path fit into the future you want? Do you know what that future looks like?

What if there was a way to see all of this in one place? Understand who you are now and where you want to be tomorrow—and then find out what steps will get you there. That’s exactly what personal branding can do.

#3: Your Audience Matters.

The first step in this process is identifying your target audience. This means that before you even begin writing content for your blog, you should have an idea of who would be interested in reading it.

Who is the audience if you’re working on an article about how to grow a garden from seed? Is it just gardeners? Or is it also people who want to learn more about gardening but aren’t ready yet to commit the time or money?

Who do you want to be seen as? What kind of person are you? How do you want to be seen? The factors that go into answering these questions impact how others see you.

What do you want to say about yourself? Are there certain qualities or skills that are important to showcase? Is there something specific that your audience needs to hear from you?

Who is your target audience? What are their interests, and what do they look for when deciding whether to hire someone? What will make them say “yes”?

Once you know that, you can work toward creating a personal brand that meets their needs and speaks directly to them.

#4: Your Network Can Define You, Too.

Networking is a great way to grow your connections and expand your network of contacts, which can be beneficial for your career. In addition, it allows you to learn about opportunities and share information with others.

Networking can be done in many different ways: at social events, over coffee, or even online through social media sites like LinkedIn or Twitter. You can also connect with people through volunteer groups or online communities focusing on topics that interest you.

Here are some tips for building a robust professional network:

  • Be a good listener—take note of what others are saying, and make sure they feel heard
  • Be inclusive—invite people into conversations instead of talking over them
  • Be genuine—make sure that the relationships you’re forming are genuine and not just surface-level

Don’t take yourself too seriously—it’s okay to joke around once in a while!

sales training

Why Sales Coaching is the Most Effective Way to Scale Up Your Business

In sales productivity training, sales coaching is the most important lever to pull

But what is sales coaching?

The process begins with a conversation between the manager and the rep, who will work together to set goals for the next quarter or year. The manager will also review their performance over the last three months, including calls made, lead generation, and close rates.

After this initial discussion, it’s time for some training! First, the manager will provide a list of resources for the rep to use during their time off from work, including books or online courses that focus on improving specific parts of your sales process (such as prospecting).

Once the rep has completed their training, they’ll enter the field armed with new knowledge. Their manager will check in regularly with them by phone or email while they’re working—and if they need help with anything along the way, there are always experts who can provide further assistance and mentoring as required.

What to Expect from Sales Coaching

What to Expect from Sales Coaching

Sales coaching is a method of developing and maintaining your sales team’s skills so they can achieve their goals. It is a process that involves giving feedback to reps, who will then use this feedback to improve their performance.

Here are some benefits that a sales team can acquire from sales coaching:

#1: Retention Rates

Sales coaching improves employee retention rates by helping managers understand their employees’ goals and motivators, so they can help them achieve those goals within the company. It also helps employees understand how their work fits into the bigger picture of the company’s goals, so they don’t feel as disconnected or unappreciated as they might otherwise do if left entirely up to their devices.

It includes:

  • Encouraging the employee to set goals and make plans for achieving those goals;
  • Helping employees identify what they need to do to succeed;
  • Providing feedback on how well employees are doing and helping them learn from mistakes;
  • Assisting employees to develop a realistic view of their strengths and weaknesses; and
  • Making sure that managers have the skills they need to coach effectively.

#2: Best Practices

Sales coaching is an excellent way to share best practices and learn from others.

It’s important to remember that sales coaching is not just about you and your business. Instead, it’s a chance to learn how other people do things, how they handle certain situations, and what methods work well for them.

Sales coaching can also be an excellent opportunity to share your best practices and help others improve their sales skills.

#3: Maximize Training

Training is essential to the success of your organization’s sales team, but it is not enough. A large part of becoming a great salesperson is developing the skills and confidence to implement that training.

Using a qualified sales coach is the best way to ensure that your sales training is practical. In addition, sales coaching maximizes your investment in sales training by helping you to apply what you’ve learned, providing feedback on how well you are doing, and helping you to develop new skills and strategies.

Coaching Goals

Coaching Goals

Sales coaching is an integral part of improving your business’s sales. Your sales team should be coached on building relationships with potential customers, developing a rapport, and closing the deal.

There are many different types of sales coaching that you can implement in your business. For example, you can choose from one-on-one coaching, group classes, or webinars. Each kind will have its advantages and disadvantages.

For example, one-on-one coaching allows you to get individualized attention for each employee but can be expensive and time-consuming. Group classes allow employees to learn from each other but may not provide enough support for some people who need more individualized attention. Webinars are cheap but have a lower retention rate than different types of sales coaching because they do not involve face-to-face interaction between coach and employee.

If you’re in a new market and trying to build a foundation of relationships, it might be more important to focus on developing rapport with clients than closing deals. On the other hand, if you’ve already achieved some traction in the market, but want to improve your conversion rates, then it might make sense to focus on improving how you present yourself and what you say during sales calls.

Sales Advice Sales Leadership Sales Management

Set Your Sales Team Up For Success By Implementing Accountability

Why is accountability so crucial for those who work in sales teams?

Accountability is necessary for sales team members to desire and maintain consistent performance. The key to understanding and increasing accountability is to start with a good, effective sales structure and policy. 

Accountability is a huge factor in sales and one you may overlook. If your prospect feels the need to report to someone or justify their actions, they will be more dedicated and successful in closing deals. This will only increase their drive to make the sale because they want higher approval ratings and are being measured by a third party.

As a sales leader, you must always know the process: who the customer was, what the product or service was, the communication plan, etc. Once a sales team understands what success looks like in the defined sales pipeline, it doesn’t take long to know exactly where they are at all times! Then, as a result of clear expectations from leadership and an understanding of their role and responsibilities and their customer’s expectations… they act!

Establishing Accountability in Your Sales Team

Establishing Accountability in Your Sales Team

That’s what we’re talking about today. Do you want to build a better and more engaged company culture?

Your monthly sales goals are in mind, and you’re happy to see how well your team is performing. But, unfortunately, something’s not right, but your sales goals aren’t being met! Your sales team is doing the work, but you can’t have a sound system to track their achievements.

A sales team is only as good as its goals, and accurate tracking is the key to setting and reaching those goals. A sales accountability system ensures that everyone on your team has a role in meeting your company’s sales quotas and hitting your revenue goals month after month.

Set Clear Goals

The best way to ensure that your sellers are on track is by setting clear goals, backed with objective evidence that they can be achieved. That way, when they fall short of their goals, there’s no room for confusion about whether or not their efforts were successful—and no excuses for why the project failed.

Clear goals also help guide your sellers toward better work habits and practices. If you want them to work toward long-term success instead of short-term gains, everything must be laid out clearly in advance, so there aren’t any surprises along the way.

Establishing Accountability in Your Sales Team

Give Them Tools to Succeed

Setting goals is a great way to keep your sales team focused on the most critical tasks. It’s also a great way to help you measure the success of each member of your team, as well as their individual performance over time.

But for goal-setting to work, you need to provide your sales team with the tools—like reports and dashboards—that will help them track their progress toward those goals.

You need to make sure they have the correct data, can communicate with each other and their clients efficiently, and have access to any other resources they may need—including training and support.

Specifically, this means:

  • You are providing your sales team with the right data. Data should be available at all times for them to be able to quickly assess trends and make decisions based on what’s happening in real-time, rather than having to wait for reports or downloads from other sources of information.
  • Giving them access to a communication platform that allows them to communicate effectively with their clients and other members of their team (and vice versa). This can include texting or email as well as phone calls or video calls if needed—whatever works best for each situation!
  • Giving them easy access (through an app or website) at all times so they don’t miss out on any opportunities.

Follow Up On Their Progress

Accountability is the key to success. It’s how you know your sales team is giving it their all and that they’re not just coasting on their previous achievements.

But if there’s no follow-through on accountability, the system falls apart. Your sales team will start taking shortcuts, relying on old tricks and gimmicks instead of finding new ones. They’ll get lazy and complacent, which means they’ll stop caring about their work as much as they used to—and then you’ll see your numbers start falling off.

Accountability is an essential part of any business, but it can only be effective when there are consequences for not following through with what you’ve promised to do; otherwise, it’s just lip service.