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5 Classic Mistakes in New Hire Sales Training

Sales Benchmark Index

Article Corporate Strategy Sales Strategy new reps new sales on-boarding onboarding onboarding new sales reps sale talent sales sales training

Top 3 Reasons Why Sales Training Doesn't Change Your Salespeople

Understanding the Sales Force

I get asked this question a lot: "We've tried sales training before and it didn't really change anything. There are three powerful reasons why sales training won't work, and what you can do that will make it work everytime. To explain why it doesn't work, I recorded this 3-minute video to save you from having to read a long article. Why didn't it work?".

3 considerations for creating a sales training curriculum

Sales Training Connection

Sales training curriculum. Planning your sales training curriculum for 2013? At this time of year most sales training managers are into planning for the year ahead. Given priorities being set and budgets being finalized, this is a good time to not only think about what sales training needs to be accomplished but also to review some of the fundamental “how-to’s.”.

Sales training stickiness – doubling back

Sales Training Connection

Sales training stickiness. Sales training and “stickiness” – two phrases often heard in the same breath when talking with VPs of Sales and Sales Training Directors. The need for sales training to be “sticky” is clear – no one disputes it … but everyone also agrees it’s tough to achieve. Customize sales training so the sales people can easily adopt the skills.

A 2026 excursion to the future of sales training

Sales Training Connection

Sales Training – 2026. As a way of exploring the future of sales training, let’s time travel to the year 2026 and examine the major trends of the day. A number of the authors writing back in 2016 suggested that sales training was at an inflection point. In the past, there was a tendency to design and execute sales training in isolation. Sales training providers.

Improve sales training – flip it

Sales Training Connection

Sales Training. Recently we came across an article about an innovation in our public schools that is getting a lot of buzz – Flipping. The article took me back a number of years to my dissertation using Flander’s system of behavioral analysis for observing classroom instruction in public schools. Sales Training. Technorati Tags: sales training. Enter flipping.

Guest Article: “TEAM SELLING–Lone Wolfs no longer reign supreme,” by Dr. Richard Ruff

Sales and Management Blog

Dr. Richard Ruff has spent the last thirty years designing and managing large-scale sales training projects for Fortune 1000 companies. He is a co-founder of Sales Horizons , a sales training company aimed at mid and small size companies. Uncategorized dr. richard ruff sales sales best practices sales training selling team selling Team selling – lone wolfs no longer reign supreme by Richard Ruff. Team selling continues to be on the rise. We’ve heard this from clients and colleagues – and now from the research front. There are a number of reasons – let’s explore three.

7 Ways to Kill Sales Training

Sales Benchmark Index

Sales Leaders leverage Sales Training as a tool for improvement. This article lists sales training poisons SBI has seen - and their respective antidotes. You will have access to guides, templates and tools to help your sales training efforts. One of these tools is the Top Training Techniques Tool - a list of bad sales training methods and their cures.

Sales Training Article about Taking the Path of Least Resistance

Customer Centric Selling

Sales Training Article: Taking the Path of Least Resistance. Take a look at the sales training workshops available to you and improve sales performance. Read more sales training articles from CustomerCentric Selling® - The Sales Training Company By that I mean their entry points within prospect organizations are low, but willing to talk with them.

It’s time to get serious about sales training

Sales Training Connection

sales training. According to ASTD, US companies spend approximately $20B on sales training annually. While we might be spending a lot of money, that doesn’t mean the sales training is effective or efficient. How can companies improve their sales training? You can download the article – Get Serious about Sales Training here: Online version – article only.

Sales training – 3 ways to maximize your investment

Sales Training Connection

Success in Sales – this article appeared yesterday in the San Diego Union Tribune. The article delves into how sales training has changed over the past several years. In the article you’ll read several points shared by Dick Ruff on what to do to make sure your sales training is successful. Sales training must also be reinforced after it occurs.

Training ABCs for sales force design

Sales Training Connection

Booz & Co published a particularly insightful article on a particularly important topic – Sales Force Design: Assessing Stark Choices and Getting it Right. The article explores the design issue from a strategic organizational perspective. But what about sales training ? If so, what are the considerations for crafting that training? Sales Force Design. Alignment.

When the Training Wheels Come Off

Sales Benchmark Index

Training dollars are being misallocated. Her sales manager knew her potential and sent her to a weeklong sales training. The Need-Payoff that she had been trained on was thrown out the window. Her clients were sharing articles that her competitors had written. Budget has been invested in Training and Development in the past year. A 4 day training at corporate.

Guest Article: “The Strengths of Sales Introverts,” by Alen Mayer

Sales and Management Blog

Introverts have a keen, well-trained ability at listening to people. Alen Mayer , Chief Sales Introvert, helps sales people who identify themselves as introverts to be successful in sales by writing articles and conducting seminars on how to maximize introvert’s sales potential. The Strengths of Sales Introverts. by Alen Mayer. So introverts have game, and quite a bit of it to be exact. Calm in the Storm. The first major strength of introverts involves composure. The more knowledge a person has obviously, the more he can strategize and manage the sale at an advantage.

After the Sales Training

Understanding the Sales Force

After the Lovin'' was his biggest hit and while it may not be a perfect analogy for my article, it makes for a great Blog title. While much emphasis is placed on sales training itself, often times, the greatest benefit comes after a sales training session. For those of you who were not yet born in 1976, Englebert had a string of hits - all love songs.

Sales Training Article about Knowing Your Competition

Customer Centric Selling

Sales Training Article: Who''s Your Competition? John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Ambro at FreeDigitalPhotos.net For many years there has been a common way that sellers added opportunities to their pipelines. Take a look at the sales training workshops available to you and improve sales performance.

Training New Medical Device Sales Reps – Getting it Right

Sales Training Connection

If you did not catch this article in the Winter 2012 issue of FOCUS Magazine , we thought we’d re-post it here to provide our readers with easier access. Training new medical device sales rep. When designing a training curriculum for new medical device sales people , clinical knowledge is first and foremost. But on its own, it’s not enough for sales success.

Three Ways Sales Management Can Move ‘C’ Players to ‘A ‘Players

Sales Benchmark Index

Article Sales Strategy "A-Player" c player people plan sales sales coaching sales talent sales training talent managementDid you know that with the right coaching that 15% of you ‘C’ turn out to be your best ‘A’ players? Coaching them is extremely important. The first step is to find out how many ‘C’ Players you have on your team. .

Improve your sales training: focus on the before and after – A STC Classic

Sales Training Connection

Recently we have written a few blogs about the mindsets employees and leaders bring to the training, as well as, the environment they come back to. Most sales training would be twice as good, if twice the time was spent on what happens before and after the training. Sales people need to be engaged in the training with a sense of purpose. A Classic - '63 Corvette.

Sales Training Article: How LinkedIn Is Winning Against Facebook

Customer Centric Selling

Sales Training Article: How LinkedIn Is Beating Facebook in Social Media By Geoffrey James, Inc. Take a look at the sales training workshops available to you and improve sales performance. Read more sales training articles from CustomerCentric Selling® - The Sales Training Company Sales Source By every meaningful metric, LinkedIn is kicking Facebook's butt.

Training sales managers to coach – the good, the bad, and the ugly

Sales Training Connection

Given the responses we thought it would be good to shift the focus of the discussion from “ how to coach ” to “how do you train sales managers to coach” If you were tasked with developing a sales coaching program for your company, what would be the design specifications? Others pass because their sales managers are busy, so coaching training is not viewed as a good use of time.

Sales Training Article: Trouble Closing - or Selling?

Customer Centric Selling

Sales Training Article: Trouble Closing or Selling? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Pakorn at FreeDigitalPhotos.net Unlike other B2B selling skills, closing gets a disproportionate amount of attention. Take a look at the sales training workshops available to you and improve sales performance.

Refresh Your Sales Training Program to Retain A Players

Sales Benchmark Index

This article is about retaining ''A'' player talent by developing new skills. Providing simple sales training is easy. Training is your responsibility as a sales leader. Don’t leave it to L&D, the training department, or a 3 rd party. There are many reasons why sales training efforts fail. We aren’t going to focus on those reasons in this article.

Medical device sales success – an urgent need to do something different – An STC Classic

Sales Training Connection

How do you train KAMs? . Sales training for KAMs is not just more of the same. So, let’s explore the next step – Sales Training 2.0. Second, from an instructional design perspective , sales training for KAEs must be responsive to a target audience comprised of an experienced and talented group of sales people who have taken on a very difficult and demanding job assignment.

How to Increase New Sales Rep Productivity

Sales Benchmark Index

Article Sales Strategy SBI on Demand new sales rep orientation new sales reps onboarding onboarding sales reps training

Sales training – let’s look to the future and try something different

Sales Training Connection

Sales Training. companies spend millions of dollars on sales training for their salespeople. And, by sales training we are talking about sales skills training not product training. An equal amount is spent on product training as well. Internal training departments develop some programs. Sales Training Challenge. What’s our answer? Summary.

3 considerations for creating a sales training curriculum – An STC Classic

Sales Training Connection

Planning your sales training curriculum for 2014? At this time of year most sales training managers are into planning for the year ahead. Given priorities being set and budgets being finalized, this is a good time to not only think about what sales training needs to be accomplished but also to review some of the fundamental “how-to’s.”. And, that’s just the short list.

Guest Article: “Are You Facing Sales Fatigue?” by Ken Thoreson

Sales and Management Blog

Many sales leaders forget this emotional side of leadership is critical and they don’t build into sales training programs belief-building activities. Are You Facing Sales Fatigue? by Ken Thoreson. The past three years have been a challenge for most partner organizations. The economy has caused sales teams to face declining prospect budgets, more competitive bidding, fewer opportunities, lower incomes and general personal stress. As someone that works with partner organizations on a daily basis we have seen all of these situations cause an increase in mental and physical fatigue. .

Why a LinkedIn Article Went Viral(30k views) and Another Didn't

HeavyHitter Sales

  This is the story of two very similar LinkedIn articles. However, one article went viral and was viewed over 30,000 times while the other was seen by 1,000. Before we begin our discussion, it would be very helpful if you took a quick look at both articles:   The 30,000+ Views “Viral” LinkedIn Article.   The 1,000+ Views “Traditional” LinkedIn Article.

Key account sales training

Sales Training Connection

Key Account Executives Sales Training. Over the years we have had the opportunity to design sales training initiatives for numerous companies having Key Account sales teams. One additional insight relates to the nature of the sales training. One aspect of getting it right is sales training. There are a variety of reasons to customize sales training.

Training new medical device sales reps – getting it right

Sales Training Connection

Sales Training for New Medical Device Sales Reps. If you hadn’t yet had a chance, check out our article in the Winter 2012 issue of FOCUS Magazine – published by SPBT – Training new medical device sales reps – getting it right. Adding traditional sales skills training also is important, but insufficient for sales success.

Medical device sales – Investing in sales training 2.0

Sales Training Connection

If you have the opportunity to read SPBT’s Fall 2011 FOCUS Magazine issue, you’ll see an article Dick and I wrote about sales training 2.0. What role does sales training play? Selling medical devices. The medical device market is in the midst of a transformational shift. Salespeople need to be able to sell successfully in this new environment. . Click here. .

Big Data and Big Lies Have Arrived in the Sales Training and Assessment Space

Understanding the Sales Force

I've been trying very hard to find the time to write this article. I always have plenty of material but I just couldn't wait to write this particular article, and I've been waiting for nearly 24 hours since the idea was triggered by an email. It was a promotion from Top Sales World (TSW) to download a "Free Big Data-Driven Sales Training Report for Your Industry."

Data 81

Key to Significantly Improve Sales Training Results

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Before we discuss how to improve sales training, a quick promo for the latest and greatest taking place over at the ever improving Top Sales World. Among all of the important articles this month is mine on The Top 5 Reasons Salespeople Fail to Meet Quota and the Common Link to All 5 Reasons. And they introduce a brand new eLibrary!

The Future of Sales Training Ignores the Reality of Today

Increase Sales

This morning I just read another article about the future of sales training in which they quoted the publisher of Selling Power that by 2020: “80% of all B2B transactions will be automated” “11 million lost jobs in sales” I always find these statistics interesting in that 97.7% However, again this article and many similar articles ignored the reality of today.

Guest Article: “In Sales, What Differentiates the Top 5% Players?” by Jonathan Farrington

Sales and Management Blog

Over the past twenty-five years I have trained and developed more than one hundred thousand sales professionals, from foundation right up to “master craftsman” level and this has given me the opportunity to formulate an accurate profile of a Top 5% Achiever. In Sales, What Differentiates The Top 5% Players? by Jonathan Farrington. As you can imagine, I am often asked by sales leaders, anxious to recruit the best salespeople they can afford, just what is it that makes a consistently top performer; what are their characteristics; where are their strengths and what differentiates them?

Etch a sketch sales force – implications for sales training

Sales Training Connection

For this blog let’s restrict our discussion to the performance skills of sales people and examine what the “adaptation” requirement means for sales training. If you review history most training projects were initiated because of some internal event – revenue dipped, a merger took place, new products were launched or a new VP of Sales was hired who brought a new set of ideas. Not so.

Medical sales – ask for commitments if you want to win

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Medical sales - getting a commitment. Asking for a commitment that moves the sales process forward – too often it’s the forgotten last step in a sales call. Unfortunately, it’s also a critical one. But, you quickly learn otherwise. 2013 Sales Horizons, LLC.

Sales Training Article: Solution Sales Dead?

Customer Centric Selling

Our most popular sales blog posts …

Sales Training Connection

We’ve compiled them for you into the Summer 2014 edition of the Best of the Sales Training Connection. Take a look … Technorati Tags: sales best practices , sales simulations , sales training , sales training articles , sales training best practices , sales training blogs , sales training curricula , sales training curriculum , sales training design.