My latest blog posts …
A while ago, there was an interesting discussion in the Sales Enablement Society forum about the main orientation of the sales enablement function. Is sales enablement strategic or tactical? How do you recognise its mode? It’s almost a bit like asking if light is a particle or a wave? The scientists among you surely knowContinue reading “Is sales enablement tactical or strategic?”
There is a lot of value in measuring the success of any sales training. You can measure the reaction, knowledge, application, business impact and even ROI. It’s an important way of evaluating your training and its effectiveness. Does it move the needle? Many training programmes, however, end with the completion of a short survey. SomeContinue reading “Two important questions that you need to ask after any sales training or workshop”
GROW is a very popular coaching model. I first learned about it when I was moving into a technical sales engineering people leader role. My manager was the VP of sales for international markets. As part of my onboarding into this new role I attended a training course for new people managers hosted by theContinue reading “How to use the GROW coaching model in sales”
The wow experience: First impression counts! You hired new sales reps, managers and leaders and now they are looking forward to their first day at your firm. Make that first day an amazing experience! You want new hires to think: Wow, I have joined an amazing company and team! On their first day, the newContinue reading “10 Ways to improve your first week of sales onboarding”
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I’m Marco. A retail sales rep and experimental physicist turned Sales Enablement Specialist with an MBA from Warwick Business School! I spend most of my free time with my kids, wife and Suzy, a Miniature Schnauzer as well as blogging and podcasting about sales and communication!