All posts by Lurniture

5 Tips on Managing Remote Sales Reps

There is a growing trend for employees to work from home; in fact, it is estimated that 60% of the American workforce could be working from home by the end of the decade. Sales leaders may also have to manage sales team members who work in other offices across the country or even across the

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6 Steps For Sales Onboarding Success

Onboarding is one of the most important company activities, in fact, a recent study by BambooHR found that 31% of employees quit within the first month. A failed employee represents an incredible cost to an organization, including the expenses associated with hiring and the opportunity cost.   This can be magnified for a sales person

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How Organizations Can Support Sales Leaders’ Coaching Efforts

The main goal of a modern sales leader is to have a great sales team. This means that sales leaders are not just the best sales reps on steroids, but that they work to make their sales team members better. For a sales leader, this means making sure the reps are successful, rather than trying

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Leveraging Technology for Ongoing B2B Sales Training

The difference in being a sales leader today and 20 years ago is amazing. One of the biggest changes, if not the biggest change, has been the ability to use technology to support sales. One of the first major improvements was in the infrastructure to support the B2B sales training and coaching.

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Working With Millennial Sales Reps: 6 Trends

Over the next few years, Millennials will become more important for sales organizations. Millennials will be roughly 50% of the USA workforce in 2020 and 75% of the global workforce by 2030.   This generation will cause a huge shift in the way your organize hires, manages, coaches, and plans your workforce. Like any generation,

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The Primary Responsibility for a Sales Leader is Ongoing Sales Coaching

Successful companies know that they should have sales leaders, not just sales managers.   The importance of the differentiation is growing more and more important. A great sales leader’s primary goal should be to help their salespeople improve through ongoing coaching.   Go back 10 or more years and often the sales manager was a

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Sales Hacker Toronto Summary – March 2016

We were so excited to be invited to participate in the Sales Hacker Toronto (SalesHackerTO) event last month.   After we showed the audience how Lurniture empowers teams to sell smarter with contextual sales enablement videos delivered inside SFDC, there was a great panel discussion featuring sales experts from both small and large organizations in

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How to Learn from Sales Success Stories

Many sales leaders are looking back on the highlights from Q1 and thinking about how to make their teams better in Q2. One of the most powerful tools to help a sales team grow professionally is to share success stories from sales reps. Sales people often value a success story from a peer more than

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Spring Cleaning for the B2B Sales Leader

As we head into the end of the month, and maybe the end of the quarter for many, most of the heavy lifting has been done. New reps have been hired and on-boarded, you are working on the last few opportunities to make your quarter, and you are probably looking ahead to the next quarter.

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