Getting sales teams performing better and faster is the way to quickly grow business. It’s how we did it at Salesforce and it’s one of the most important initiatives for young startups, too. The first step to creating a scalable, revenue-generating sales onboarding plan is to align on metrics. We all want to front-end the process with …
We sat down with Sheevaun Thatcher the Head of Sales Enablement and Training at RingCentral to talk about sales enablement, sales playbooks and salespeople. Here is her interview.
Elay: How did you get into sales enablement?
Sheevaun: I was running global sales engineering at Actuate since 1998. An executive had noticed …
The best sales managers set hiring targets and always make their hiring numbers. It’s an important part of the job, especially in high-growth companies. Sourcing and hiring the best salespeople is best thought of as a core part of a sales manager’s responsibilities. Use local marketing and networking events to build a pipeline of recruitment prospects …
The best sales managers are the great communicators. Effective communications keep salespeople engaged, energized, and educated. The heart of sales productivity is to get the right information at the right time to salespeople, keeping the noise away from rep productivity.
Consider all the ways we communicate today. Our goal is to help our sales managers make every …
A healthy sales and marketing partnership is strengthened with sales enablement goals and metrics that are transparent and aligned. Sales enablement done right improves sales knowledge, tracks effectiveness, and boosts productivity. Sales enablement done right also informs marketing about what’s working and what needs to be improved. Sales enablement is the last mile of a company’s …
