by Kamyar Shah | Jan 8, 2026 | Sale Enablement, Sales Management
The sales training industry has a dirty secret: most training doesn’t produce lasting behavior change. Studies consistently show that without reinforcement, 80–85% of sales training content is forgotten within 90 days. The problem isn’t the content — most...
by Kamyar Shah | Jan 5, 2026 | Sale Enablement
Most revenue problems get treated before they get diagnosed. The team misses quota, so the company hires more reps. The reps underperform, so the company brings in sales training. The training doesn’t stick, so the company considers a new CRM. Each intervention...
by Kamyar Shah | Dec 29, 2025 | Sale Enablement
Most sales teams don’t have a motivation problem. They have a process problem. When deals stall, when close rates vary wildly between reps, when forecasts are consistently wrong, the root cause is almost always a sales process that was never designed — it...
by Kamyar Shah | Dec 25, 2025 | Sale Enablement
Manufacturing is one of the most relationship-dependent markets in B2B. Buyers stay with suppliers for years because switching costs are high and production risk is real. This makes manufacturing lead generation simultaneously challenging and high-value: hard to break...
by Kamyar Shah | Dec 22, 2025 | Sales Management
Sales compensation is the most direct signal a company sends about what it values. If the plan pays on bookings, reps optimize for bookings. If it pays on gross margin, reps protect margin. If it pays a flat rate regardless of deal size or product mix, reps take the...
