This study of 397 respondents from companies with formal strategic account management organizations reveals that top performers operate very differently than others to achieve much stronger results and has important implications for sales training...
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What should financial services organizations do to ensure that ethical standards are followed by their employees at all levels? One key answer is to examine training practices.
If there has been a decline in employee sales at your organization, the problem may not be with the product or the prospects but instead be with employee morale. Start placing your employees on the right path through your sales training process.
Each year, you send hundreds of people to training. They return inspired, but typically, they haven’t increased their skills, and their managers don’t have the time to coach and support new behaviors.
It costs money to train your employees. But in my experience, it almost always costs much more when companies decide not to train their workers. Those organizations are spending more and, in many cases, sabotaging their own success in ways they do not...
The sales industry is juggling a lot of buzzwords lately as it works to define a number of related roles and processes: sales training, sales enablement, sales engagement. It’s sometimes difficult to recognize the distinctions, but a salesforce is...
"The Ronco Veg-o-Matic is the one kitchen appliance you'll wonder how you ever did without! It slices, it dices, and so much more!"
Georgia was a 30-something sales success. She had one of the highest revenue territories at her company – always exceeding her quota. She was also the office darling.
According to Deloitte, over $130 billion is spent annually on training programs. Generating top-line revenue means closing deals, so a lot of time and money is invested in sales training. Showing an ROI requires driving adoption at an individual, team and...