Mike Garber: Commercial Productivity and Organizational Development

  I've been fortunate to work with some amazing companies- startups and enterprise. One thing a lot of these organizations have in common is a convoluted tech stack. This is especially true with startup companies where, in the race to exceed growth targets, teams are often given the green light to go and get the "tools they need to get the job done". They usually go out and find the "best tool" for that job, according to online reviews or tech website reviews.  This almost unchecked implementation of different solutions often leads to what I like to call "tool fatigue". This is when, despite having the "best-in-class" tools, teams find themselves overwhelmed and less efficient because they have too many tools to manage. The allure is undeniable, of course. Each tool on its own usually offers superior functionality, cutting-edge features, and the promise of enhanced efficiency. However, when these tools are obtained and deployed in a vacuum, r...

  Sales Coaching is not just a nice-to-have; it is an essential component of any successful sales strategy. Too often, sales teams settle for simply "managing" the sales reps and process and turn their team leaders into "super closers" who come in and push a deal over the finish line. A great sales program should ensure that reps need managers' help less over time. A consistent coaching program is the best way to provide valuable, personalized feedback quickly, develop skills, improve performance, and boost confidence and motivation. Coaching Program Alignment and Metrics An effective coaching program includes revenue/sales leadership, and enablement teams and is aligned with company goals, your sales process and methodology, and a natural cadence of team and 1:1 meetings. Reps and managers/coaches should have clear expectations.  For example, if you want a discovery call to include certain things like a discovery framework, asking for next steps, engaging the p...