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...
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Salespeople and sales managers have been trained and retrained, often on the same topics, because sales leaders frequently look for quick fixes to deeper sales organization problems. Explore three reasons for lukewarm training reception and suggest how...
It is common knowledge that front-line sales managers are the key to creating change in the behavior of sales people. It makes perfect sense that changes in sales manager practices lead to desired changes in salesperson practices; however, there are other...
A day-in-the-life of a sales pro is consumed with making calls, generating and nurturing leads, developing and delivering proposals, negotiating offers, and of course closing deals.
Can your sales team identify Poker Players?A growing trend in procurement today is the ability to play poker. Procurement has learned that by masking their true buying criteria they are able to weaken your sale’s strategy and tactically maneuver you...
One of my favorite segments of corporate learning is the sales training and coaching space. At Training Industry, we watch this section of the market carefully for trends, as the proximity to tangible outcomes and measurability of the impact