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.
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Richardson, a leading global sales training and performance improvement company, announced today it has launched its new Sustainment Suite, a robust set of just-in-time assets and tools to support sales teams as they take new skills out into the field.
There are a few false assumptions that are to blame for the sales performance malady affecting organizations today.
The sales development industry would benefit from a more definitive, evidence-based approach to understanding return on “capabilities development” for sales.
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.
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?
Here are some tips for making your sales training stick and choosing the right sales training modalities for your team.
Sales training is a game-changer when it fits the unique reality of your business and aligns with the needs of these distinct groups of stakeholders and their needs.
Resistance to sales training often stems from learners’ self-image: “I’m not the kind of person who does this behavior.” This leads to a rubber band effect, whereby they learn new material but don’t implement it, because it conflicts with their...
Here are three challenges that many sales teams face. If your team faces them, the right sales training can have a huge impact and help your team beat quota this year.