by Hernan Vera | Aug 6, 2019 | Sales Enablement, Sales Solutions
Companies invest in in-person sales training for one reason – to grow revenue and improve margins. So why do so many companies question the impact of in-person sales training? In-person sales training is expensive, yet most companies believe it has advantages...
by Hernan Vera | May 25, 2019 | Go-to-Market Strategy, Sales Enablement, Sales Operations, Sales Solutions
It’s common to discover that a large or key account’s growth stalls, or that the account has become at-risk. To mitigate these situations, we recommend adding account cadence, or an account governance plan to your account plans. Account cadence are a series of ongoing...
by Hernan Vera | May 25, 2019 | Go-to-Market Strategy, Sales Operations
Leadership, is not the same as involvement. It is incredibly hard to institutionalize Account Planning within an organization without the direct involvement of the senior-most leaders in the organization. The reasons it’s incredibly hard are straight-forward: Sales...
by Hernan Vera | May 21, 2019 | Sales Operations, Sales Solutions
Edward Deming said: “In God we trust. Everyone else brings data.” I’ve observed many sales and marketing leaders make strategic or structural organizational decisions based on personal experience, or confidence in other’s opinion from personal...
by Hernan Vera | Apr 23, 2019 | Sales Operations, Sales Solutions
Sales Transformation is a strategy that focuses on remaking the sales organization to deliver growth, profitability and strengthen customer loyalty. It isn’t in technique or even in approach. It’s in PURPOSE. If done well, it will touch on every part of the...
by Hernan Vera | Apr 16, 2019 | Sales Operations, Sales Solutions
“What gets measured gets managed” is a longstanding business saying. In early 2017, a Fortune 500 client of ours had 175 outside salespeople covering a territory in New York City, Manhattan from 57th avenue, south to Wall Street in early 2017. By the end of 2018,...
