Sales Training Connection

AUGUST 20, 2012

Over the years we’ve worked with some outstanding companies who had great sales teams. The VP of Sales provided vision and commitment. Sales managers were on their game. The sales reps were skilled, knew what they had to do and did it. In these companies the sales targets were almost always achieved.

Maximizer 101

Maximizer Sales Leadership Revenue Proposal 101

Sales Training Connection

JULY 10, 2013

Defenders. “Defenders aren’t trying to pursue the art of the possible, or how to maximize opportunity. When sales managers take a close look at the sales reps making up their sales team, they’ll see sales reps that pursue the tried and true. They are trying to minimize the downside and hedge risk.”

Territories 108

Territories Maximizer Groups Training 108

Sales Training Connection

NOVEMBER 9, 2012

And with the rise of team selling comes an interesting question: How can sales calls with multiple people be managed effectively? We often see sales reps make sales calls with their sales managers or with a tech support people. We know from Ringelmann that doing nothing isn’t a good option.

Engineering 107

Engineering Maximizer Training Study 107

Sales Training Connection

SEPTEMBER 9, 2011

Yet one aspect of Millennials in the sales force only tangentially touched, but which will have significant implications for sales management,is the desire for more feedback. . But what about Sales? So, how might sales managers meet the coaching and feedback expectation of the Millennial generation? .

Hiring 99

Hiring Wireless Coaching Journal 99

Sales Training Connection

DECEMBER 5, 2012

Let’s examine some dos and don’ts for putting sales training together that will help reps see the connection between the company’s sales compensation system and the company’s sales strategy – starting with a short list of the “what not to do’s.”. Substituting coaching for sales training. Using a training handout.

Compensation 107

Compensation Strategy System Knowledge Base 107

Sales Training Connection

NOVEMBER 17, 2014

Although the opportunities for practice and feedback are limited, on-line training is also effective for delivering sales skills training focused on developing initial awareness and understanding of the best practices for any consultative selling model.

Sales Meeting 89

Sales Meeting Meeting Training Travel 89

Sales Training Connection

SEPTEMBER 17, 2015

Although the opportunities for practice and feedback are limited, on-line training is also effective for delivering sales skills training focused on developing initial awareness and understanding of the best practices for any consultative selling model. We would suggest that both sales training and national sales meetings are important.

Sales Meeting 50

Sales Meeting Meeting Training Travel 50

Sales Training Connection

JULY 20, 2012

Examples include: developing special sales training for new product launches, designing sales training to support strategic initiatives like moving from selling individual products to selling an integrated solution, or creating custom-designed programs just for high-potential account executives. Bench Strength. Instructional Design.

Training 96

Training Face-to-face Retention Maximizer 96

Sales Training Connection

AUGUST 8, 2012

Over the last decade we have used sales simulations with a significant number of B2B companies across a wide variety of industries. The programs get high marks from both the participants and from senior sales management. This is best accomplished by reducing the lecture time to zero and maximizing practice and feedback.

Training 105

Training Face-to-face B2B Groups 105

Sales Training Connection

MARCH 13, 2013

Over the last decade we have used sales simulations with a significant number of B2B companies across a wide variety of industries. The programs get high marks from both the participants and from senior sales management. This is best accomplished by reducing the lecture time to zero and maximizing practice and feedback.

Training 93

Training Face-to-face B2B Groups 93

Sales Training Connection

JANUARY 13, 2016

Front-line sales management engagement. Front-line sales managers are the pivotal job for driving sales success. It is, therefore, critical that the instructional design for each event and the pre- and post- activity actively engage the front-line sales managers. Customization. Team-based.

Buyer 50

Buyer Training Meeting Maximizer 50

Sales Training Connection

JANUARY 8, 2013

So the key is minimizing lecture and maximizing practice and feedback – at least 85% of the classroom time should be devoted to practice and feedback. In most standard sales training programs a single sales trainer conducts the program – fair enough. Change the instructional model.

Account 98

Account Training Territories Margin 98

Sales Training Connection

JANUARY 11, 2013

So the key is minimizing lecture and maximizing practice and feedback – at least 85% of the classroom time should be devoted to practice and feedback. In most standard sales training programs a single sales trainer conducts the program – fair enough. Change the instructional model.

Account 78

Account Training Territories Margin 78