One of the enjoyable parts of my job is I get to see what dozens of companies do—and do differently—for sales training. Some are amazingly effective, and some bash their heads against the wall year after year trying to figure out why it isn’t...
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Ongoing sales training is essential for every organization. Sales are a unique and ever-changing skill; however, sales programs are too often standardized and forgotten.
My firm was engaged to assess what impedes upon the growth of a mid-level performer. The study was conducted over a period of 18 months and included over 1,000 salespeople and approximately 60 managers.
As a trainer, it is common to hear complaints like these from sales reps: “I don’t have time for training.” “By the time I get back to my territory, the information is obsolete.” “I need the information just before a sales call.” “Training...
Don’t wait until January. Start now and get ahead on account planning for growth in 2016.
Smart companies know that a well-trained workforce is a competitive advantage. These organizations are not content with qualitative analysis of their learning program.
Why do some businesses thrive and others struggle? There are countless possible reasons including location, product selection, marketing and investment capital. However, oftentimes it’s the way customers are treated.
There’s a common belief that it takes a combination of both art and science to be a successful salesperson, that is, a balance of both innate ability and systemic organization.