Entries by Steven Boller

Competencies aren’t Enough: How to Help Sales Reps Win

Early this year, I attended a conference for medical device sales training professionals. I expected to hear about innovative ways organizations are training their reps, reinforcing value statements and sustaining training after product launch events. I was wrong! Instead, I heard many sessions about competencies and competency modeling. Having the right competency model in place is […]

5 Can’t-Miss Sessions at LTEN 2016

We attend lots of industry conferences these days. While they are always a fun break from the routine and a chance to meet new people, connect with colleagues and expand our knowledge, some conferences stand out above the rest. The LTEN Annual Conference is my personal favorite of all those we attend, and I have […]

4 Steps to Sales Enablement Success Using Games

Sales training professionals play a critical role in their organizations. Whether an organization has highly educated reps selling complex products or sales representatives helping customers in a high turnover retail environment, sales enablement is the key to a healthy sales pipeline. We find that many organizations have similar challenges when it comes to sales enablement. They […]