The results help sales organizations pinpoint their coaching strengths as well as areas that need additional focus. There are 21 NFL Hall of Fame coaches , yes, just 21.  As we start the playoff run of this NFL season, we are reminded that winning championships not only takes great players on the field, but also great coaches and leaders. The question often asked is – are great coaches made or born?  Well, according to Vince Lombardi, “Leaders aren’t born, they are made. And they are made just like anything else, through hard work. Why focus on core performers? MORE >>

To help, I’ve compiled here some key learnings gathered from members who have integrated two different sales forces into one. At that point, we have resources (tools, templates, processes, etc) we can share with you to help you execute more efficiently and effectively in all of these areas. I’ve been getting a large number of M&A-related questions lately, specifically on how to integrate two different sales forces, the challenges posed by new or changing roles and responsibilities of reps and managers, as well as the shuffling of accounts that normally accompany a merger. MORE >>

We compiled a list of the most downloaded SEC resources that your peers in the Financial Services and Banking industries are using to help them excel at their jobs. This hiring guide provides sample interview questions to test the six key competencies that differentiate Challenger reps, along with evaluation guidelines and red flags to look out for in candidates, while this series of coaching questions helps first-line managers ask probing questions during coaching sessions and reinforce Challenger rep behaviors. Replicating the New High Performer. Policy, Process, and Procedure. MORE >>

Too often in Sales, this is the approach many sellers take when working with customers—help me navigate your company and processes, and that in turn will help me better sell to you. They help customers navigate the challenges of complex buying within their own organizations. We’ve mapped that out in a Commercial Coaching Roadmap designed to help sellers work effectively with identified Mobilizers. Selling isn’t about working with the customer and getting them to help us, it’s about us coaching and helping them. We’ve termed this Commercial Coaching. MORE >>

In many ways, it’s more helpful to think of those three skills as a definitive list of what core reps are not doing, rather than what star reps are doing.  It’s biased information, and it’s never really about helping me with my business, so much as selling theirs.  In the world of the empowered customer, no amount of traditional needs analysis or customer discovery will help you win. . To that end, we recently introduced our Challenger Messaging workshops and engagements to help companies create the kind of insight they’ll need to effectively disrupt customers’ thinking.  MORE >>