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
digital selling training Sales Enablement sales training Social Selling Social Selling Training

How To Choose The Right Sales Training Program

Now that most sales motions are happening digitally, it’s never been more important to invest in your team’s digital selling skills.

The easiest way to achieve this is by investing in a digital sales training program that will standardize and formalize the way your revenue team’s prospecting, account growth, and account retention efforts.

Your efforts to modernize the sales process should be supported by the entire organization, from the top-down. Everyone needs to be on board, from your revenue leaders down to your frontline sales reps. The sales training program you choose should also be integrated within your existing oversight and coaching framework.

This way, everyone in your sales team can properly receive the sales coaching and guidance that they would need to succeed.

Your organization’s leadership committee also needs to be involved. As this might be new information to them, they might not see the need for digital sales training. By involving them in the process, they can better understand why a digital sales transformation is necessary. 

But how can sales leaders choose the right sales training program for their organization?

What makes a good digital sales training program

There are dozens of sales training programs available for all types and sizes of businesses, focusing on different aspects of the sales process. With so many options available, choosing the right one for your team can be daunting.

Here are four criteria that you should consider when deciding on a digital sales training program for your organization.

A good digital sales training program…

1. Should Sufficiently Address Skills Gaps
To create a tangible impact in your organization, start by identifying the most prevalent sales skills and performance gaps that your revenue team is facing. This is how you can find opportunities to upskill the members of your revenue team. Here are some of the most common issues that should be addressed immediately:

  • Lack of communication skills: Communication is a two-way street. While most sellers are great at talking, not all sellers can listen well. The best salespeople actively listen to their prospects, asking intelligent questions and using both verbal and nonverbal means to get their customers to warm up to them. Low performers usually spend at least 70% of their calls and meetings speaking.
  • Lack of preparation for sales conversations: You’d be surprised at the number of sales representatives who go into sales calls and meetings without a back-up plan or even a specific objective. There are even sellers who take on calls without knowing anything about the prospect or how your product would specifically benefit the customer.
  • Lack of a prescriptive sales process: Your whole revenue team needs to be consistent when it comes to your sales process. You can’t have a seller skipping certain steps or adding unnecessary ones—that’s how they can miss important tasks like following up with leads or sending email sequences. Even the smallest inconsistency or inefficiency could affect your whole bottom line. 
  • Lack of social selling knowledge: While the term social selling is well-known, not all sellers are aware of the techniques and best practices it involves. They might know that LinkedIn can be used for networking and prospecting, but they don’t necessarily know how to do so. And if your organization doesn’t have a prescriptive process for social selling, it’s pretty much like the blind leading the blind. Which leads us to the next point…

2. Should Teach Social Selling Skills
In this age of digital networking, social selling is no longer optional, but a must-have. It’s an incredibly important skill set that drives actual pipeline and sales. And with pipeline creation being one of the most crucial aspects of the sales process, your team needs to utilize all tools and resources at their disposal.

3. Should Be Incorporated Into Your Existing Sales Process
Training wouldn’t produce results if it’s not aligned to your company’s goals, values, and strategy. That’s why the concepts that will be taught in your chosen sales training should be integrated into your existing sales process to make it more efficient and effective. A good digital sales training program should optimize your sellers’ style, adjusting specific actions for better results instead of dictating a non-negotiable list of things to do per situation.

4. Should Be Reinforced for Optimum Learning
Reinforcement of skills is also important, as long-term growth is rarely produced by one-time training. Learnings need to be applied, and tested, a feedback loop should be established, and sales managers should be able to provide coaching and mentorship.

Wrapping It Up

When it comes to your sales team’s performance, there’s always room for improvement. A good sales training program is necessary for developing your sellers’ skills, tapping into their expertise and talent to increase sales and profits, drive growth, and cultivate a high-performing work environment. 

While there’s no harm in investing in marketing, recruitment, or tools, companies shouldn’t forget about their current sales force—your most important asset and revenue-driver. By enabling your sellers’ transformation into high-performing salespeople, you’ll be better equipped to blast ahead of your competition.

Blog Sales Sales and Marketing sales cycles Sales Enablement sales for life Sales Leadership Sales Play sales strategy salespeople Social Selling Tools

Long Sales Cycles Require “Learning Paths” to Align the Buying Committee

Does your sales team have 6-18 months sales cycles? Is the buying committee involves 5-10 people on every customer transaction? Does it feel like your sales team needs to draw from everything they’ve learnt in The Challenger Sale, Customer Centric Selling, and Value Selling… insert sales methodology here?

Blog Sales Enablement

How To Make 2018 The Year of Sales Enablement


Blog Digital Selling Enterprise Sales Sales Enablement Sales Leadership

Global, Digital Buyer & Seller – don’t let geolocation or language be your excuse

Whether you like it or not, you can’t stop your buyer from learning.  They will learn using their peer networks, and/or they will conduct online research.  While they won’t buy a complex solution online like it’s Amazon Prime (the eternal excuse people use to not practice Social Selling is “my buyer doesn’t BUY on LinkedIn”), a PORTION of their buying journey will leverage digital insights, referrals and triggers.

As an excuse, you can argue with me that your buyer is not a digitally-savvy buyer today.  Perhaps it’s their industry like coal mining, or their geolocation like Mongolia… I get it.  BUT, you CAN’T argue with me that they’re becoming MORE digitally savvy.  Come on, whether it’s pressure from the next generation (Gen Z), or cultural changes with a mobile-first economy, digital is only intensifying.

The Definitive Guide to Social Selling for Leaders

Blog Digital Selling Enterprise Sales Sales Enablement Sales Leadership

5-minute Sales Leadership Round-up with Jen Holtvluwer @ Cherwell Software

After 6 years, +300 customer engagements, and meeting countless sales and marketing leaders in my travels, I’ve seen the GREAT, the bad, and the ugly when it comes to sales and marketing initiatives and leadership.  Leaders have been asking me for tactical soundbites from the strong leaders I’ve met that are inspiring, change agents, and all-around great people to work with.

Based on that popular requests, I welcome you to follow my new series of blogs and video interviews dedicated for senior sales and marketing executives.  This is the first of the series.

The Definitive Guide to Social Selling for Leaders

Blog Digital Selling Enterprise Sales Sales Enablement Sales Leadership

Where Do You Fit On The Digital Maturity Curve?

Digial Maturity Curve

You can argue with me by saying “my customer is not on social media platforms, and isn’t terribly digital in consuming content”.  The reality is some sales leaders believe that the digital evolution will never effect their business.  You CAN also argue with me that social selling or digital selling is not a proactive thing in your industry, or your country, right now…

The Definitive Guide to Social Selling for Leaders

Blog Sales Enablement

How to Win Clients and Influence Prospects with Sales Enablement

With sales representatives’ success rates taking a downward turn over the last five years, many sales professionals have wondered what the solution is. When social selling and digital selling paradigms have done so much to propel sales growth, the question becomes more concerning. Why are sales representatives’ quota attainment levels falling?


Blog Sales Enablement Social Selling Training

Proving the Business Value of Sales Enablement with Metrics


While sales enablement is a relatively new concept in the history of sales, it’s quickly become a critical component to many SaaS and enterprise businesses. Sales enablement does just that – it enables sales teams to be more efficient, more productive, and thus more profitable.

Blog Sales Enablement Sales Management sales training

Dynamic Training Is Turbocharging Sales in 2018


What do personalization tech, social networks and content portals all have in common? User-directed action. All three represent the large-scale culture shift away from undifferentiated, mass-market broadcasting and toward greater individual control over the speed, form and scope of content they interact with on a daily basis.