Accent's Sales Enablement Blog

3 Problems with Sales Playbooks (And How to Solve Them)

3 Problems with Sales Playbooks (And How to Solve Them) For years, B2B sales teams have relied on sales playbooks to standardize processes and help reps take the right actions to close deals. These playbooks are the golden standard for the way your company approaches selling, but here’s the big question: how effective are they long-term? We’re going to go out on a limb here and say that if you’re still using traditional sales playbooks, you’ve experienced one of these problems:

The Future of Sales Compensation

Getting the Commission and Incentives Program Just Right Let’s face it, most sales compensation and incentive programs are stuck in the dark ages. They certainly reward the winners, but do very little to help B and C-players develop into A-players. Most programs take a sink or swim approach. “When you close, we pay.” “Sell this shiny new widget we just released, and we’ll give you a nice spiff.” Not bad if you’re closing enough business, but what if you’re a future star getting off to a slow start. Not very motivating. The truth is, there are much better ways to incentivize and motivate sales reps, not to mention promote teamwork. Lots of psychological studies have shown the traditional approach is just not optimal. With rep turnover in B2B sales hovering around 30%, and intense pressure to increase sales rep productivity, it’s time to explore better ways to compensate and incentivize.

58 Vital Questions to Ask in a Sales Enablement RFP

Purchasing a sales enablement solution is a big decision that can impact the success of your business for years to come. With so many different sales enablement vendors out there, how can you tell which one is right for your company? It’s often not a black and white answer, but there are some steps you can take to evaluate each solution and narrow down the options. One of the easiest methods for winnowing down a list of potential vendors is to develop an RFP, but we have a word of caution: make sure you’re focusing on what’s important. Many businesses develop RFPs for sales enablement without clearly understanding the full scope of what’s possible. Also common, the RFP might not encompass the needs of the entire organization (sales, marketing, HR, etc.). We’ve put together this guide of questions any enterprise company investing a sales enablement solution should include in their RFP. And while software features are important, there are other factors to consider, so we’ve broken the RFP questions down into separate sections: features, timeline, IT/security, pricing, support, and other.

Sales Enablement Roundup: July’s Best Articles

We’ve scoured the internet over the past month and put together the articles and blog posts on sales enablement you definitely will want to read:

Accent Technologies Releases System Enhancements and Android Version of New Sales Enablement Mobile App

Accent Technologies Releases System Enhancements and Android Version of New Sales Enablement Mobile App Accent Technologies has released the latest round of quarterly enhancements for their Accent Mobile 2.0 sales enablement app which was released in Q1 of 2017. In their tradition of continuous product improvement, Accent has added powerful integration capabilities and sales enablement features designed to make sale reps more effective and productive in the field. Accent’s Mobile 2.0 version is now available for both Apple and Android devices. Read full article for the latest enhancements.

Get the Complete Guide to Sales Enablement Software Vendors!

“My sales team needs better support.” Sound familiar? With hundreds of sales enablement solutions on the market, you would think this challenge a simple one to resolve. But anyone familiar with this struggle will also understand the frustration of spending precious time pursuing a solution that ultimately cannot deliver the value you thought it would.

How to fire people peacefully

The best way to let people go without creating drama… First of all, this is the absolute worst part of my job. I have been doing this for a long time and it still sucks. It gets no easier with age or tenure. Trust me on that. It sucks having to tell people that they don’t have a future with your company. That said… sometimes it must be done. Here is the most humane approach.

Sales Enablement Roundup: June’s Best Articles

We’ve scoured the internet over the past month and put together the articles and blog posts on sales enablement you definitely will want to read:

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