Understanding the Sales Force

MARCH 14, 2014

So why didn''t the training on consultative selling stick? That same finding is used to determine how quickly a new salesperson will ramp up and apply what they learned from training. When you provide sales training, it''s not just new skills that you ask people to learn. That could be the punchline but it''s not. Not really.

Consultative Selling 253

Consultative Selling Training Conference Coaching 253

Understanding the Sales Force

APRIL 4, 2013

We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening. Skills - They have not been trained in the fine art and science of sales coaching. Motivation - They don''t have the incentive (compensation) to justify the effort. c) Copyright 2013 Dave Kurlan'

Coaching 221

Coaching Sales Management Incentives Incentive 221

Sales Gravy

DECEMBER 18, 2020

This conversation about sales and entrepreneurship is both educational and inspirational. Then between 2013 and 2015, I moved into more of a pure sales role where I was cold calling. Our training was basically watching a guy do it for two days. There wasn't a lot of sales training. There wasn't a lot of sales training.

Prospecting 95

Prospecting Pivotal Cold Calling Incentives 95

SBI Growth

SEPTEMBER 6, 2012

“We partnered with a consulting firm to help us identify the right sales resources, define the sales processes, and determine the proper metrics and sales incentives.”. Steve deployed a Key Account Management program that allowed Caliber to focus on big deal conversions. “We How will you win the Big 3 in 2013?

Hiring 297

Hiring Penetration Demand Generation Targets Incentives 297

Sales Training Connection

MAY 20, 2013

While some individual teaming sales activities will occur inside any professional sales organization, for a corporate-wide initiative to succeed, senior management must be at the forefront : introducing the idea, reviewing the financial incentives, modeling behavior, and providing the staff with the knowledge and skills they need to succeed.

Incentives 126

Incentives Incentive Sales Leadership Guarantee 126

Sales Training Connection

APRIL 10, 2013

While money is a motivator for some sales reps some of the time, sales managers should leverage the motivational impact of nonfinancial incentives such as the recognition and appreciation of work performed and feedback from the manager. ©2013 Sales Horizons, LLC. Three considerations deserve highlighting. Lack of money can demotivate.

Motivation 111

Motivation Compensation Incentives Incentive 111

Sales Training Connection

AUGUST 3, 2013

As our conversation wandered to the topic of product launches, Jerry noted “too frequently in B2B sales situations only 5% to 15% of the incentive opportunity is allocated to payment for new products sales. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Compensation 105

Compensation Incentives Incentive Coaching 105