In the quest for developing and improving their reps, sales managers’ three primary tools are training, coaching and mentoring. Managers often treat them as synonymous, when each one has its own purpose, timing and role.
There are a few false assumptions that are to blame for the sales performance malady affecting organizations today.
Discover an approach to virtual training that actually delivers on the core promise of making salespeople better without taking them out of the field.
The sales development industry would benefit from a more definitive, evidence-based approach to understanding return on “capabilities development” for sales.
New results from a self-assessment survey reveal that salespeople and behavioral data each tell a different story about where reps are struggling in their customer conversations.
Resilience is a toughness that allows sales professionals to bounce back from inevitable rejection; to keep prospecting during a dry patch; and to pick themselves up, dust themselves off and keep going when they lose a sizable deal.
18 Mar 20191:00 pm ET
Your sales team is dynamic and sharp. They’ve done their homework, they’ve memorized the data and they know which clients to target. So, why did they fail to close the deal?
What needs to happen to make virtual training interactive and effective? Does it involve replicating the in-person classroom in a virtual setting, or is there a better way?