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Gap Selling Resources Articles

Sales Training Retention Statistics: Bloom’s 2 Sigma Study

A sales rep sits through a two-day workshop. Gartner's research on training retention found that sellers forget 70% of what they were taught within a week, and 87% within a month, which means the workshop is largely gone from memory before the next full workweek is...
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Revenue Enablement Is Dying. What’s Replacing It?

For years, companies have poured billions of dollars into sales enablement. Training. Content. Playbooks. Coaching platforms. Conversation intelligence. AI. Methodologies. Learning management systems. And yet sales performance hasn't exactly exploded. Quota attainment...
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Sales Enablement vs Revenue Operations: Same System

Sales enablement and revenue operations function as one system: the rep-development data enablement generates and the pipeline and forecast data ops generates are inputs to the same decisions, and separating them under different leaders, different budgets, and...
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How to Run a Lost Deal Debrief: Aviation’s Failure Model

A lost-deal debrief works when an organization treats it the way aviation treats a flight incident: mandatory, blameless, and focused on what broke in the process rather than who made the mistake. Run one by asking a fixed sequence of questions on every loss: where...
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