Sales Management and Enablement
Run a sales team: hiring, coaching, enablement programs, quotas, performance management, and org design
9
topics
29
articles
Topics
Enablement strategy, content, planning, tools, and building a program from scratch
Build sales playbooks, competitive battlecards, talk tracks, and positioning
Sales coaching techniques, training programs, onboarding plans, and ramp time
SDR, BDR, AE, CRO roles explained. Team structure and org design.
Hire SDRs and AEs: interview questions, recruiting tips, and team building
Quota setting, sales compensation plans, SPIFFs, and keeping reps motivated
Activity metrics, performance management, QBRs, and productivity tracking
Territory management, career paths, and sales title progression
How the hunter/farmer role model works and when to use each
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