Effective Selling is a Perishable Skill

Effective Selling is a Perishable Skill

Effectively selling depends on continuous skills reinforcement. Why? Because, the human brain is wired to forget. Research on the “forgetting curve” suggests we forget 50% of new information in a day and 90% within a week. And, the amount of “new information” sales...
How Top Performing Sales Teams Win Faster

How Top Performing Sales Teams Win Faster

Winalytics is a funny name. But it captures perfectly what makes a top sales team different.    Top teams find and act on their “win” or success patterns a lot faster than middling teams. And, they use playbooks to make these win patterns repeatable. We all live...
The Benefits of Programmatic Coaching

The Benefits of Programmatic Coaching

Sales coaching raises rep performance by 19% on average…but only if you also enable the marketing and customer success teams who feed your sales team! In the first of our 3-part series on “sales coaching to improve performance,” we have shared some whys and hows...
6 Steps for Individualized Sales Coaching

6 Steps for Individualized Sales Coaching

Cringe-worthy moment. I watched a role play recently where the rep called his boss, who was playing the buyer, by the wrong name. And then he did it again.  The discomfort, even over a recorded Zoom, was palatable, like watching the most uncomfortable episode of The...