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Leadership Articles

How to Build and Operationalize a Sales Coaching System

Sales coaching is a performance lever. It exists to improve how salespeople execute in live opportunities. Coaching is not feedback. It is not mentorship. It is the structured process of identifying gaps in execution and improving specific selling behaviors through...

5 Ways to Reinforce Sales Training in Live Deals

Reinforcement is the most overlooked step in sales training. It determines whether new skills are applied or forgotten. Without daily inspection and reinforcement, reps return to old habits and pipeline execution remains unchanged (Studies have found that highly...

Sales Training: A Practical Guide for Sales Leaders and Enablement Teams

Sales training is the process of improving how reps execute in live sales situations. It focuses on building the skills required to run effective discovery, qualify opportunities accurately, and close deals with confidence. Training is only effective when it changes...

Deal Scoring Framework: Inputs, Application, and Measurement

Deal scoring is a method for evaluating the health and quality of sales opportunities using defined inputs. It’s used to assess which deals are real, which ones are at risk, and which are unlikely to close. A strong scoring system gives sales teams a structured way to...