Trending Sources

Medical sales training – something different vs. more of the same

Sales Training Connection

Medical sales training. The question can and should be explored from a number of perspectives, here let’s just drill down and examine what it means for designing sales training. Building transformational sales training. For designing an effective sales training effort to help a sales team adapt and adjust to transformational changes in the customers’ buying process ?

Sales training for meeting buyers’ expectations in 2016

Sales Training Connection

With that thought in mind, the sales training initiative should be viewed as a process not a single event. . Sales training design. Although the specifics will vary depending on the unique needs of each company attempting to meet this challenge, it is possible to describe an initial training design. Front-line sales managers are the pivotal job for driving sales success.

Sales management coaching training – necessary but not sufficient

Sales Training Connection

A while ago we received a call from a company wanting to talk about coaching training for their front-line sales managers. They were real cheerleaders – they believed sales managers were the pivotal job for sales success and coaching was the sales managers’ key responsibility. Then they trained their sales managers in coaching techniques. Sales coaching puzzle. Doing.

My Three Words for 2014

The Sales Blog

Pivot : To pivot means to shift directions. Pivot is my first word for 2014. Frames : Anyone who consults, coaches, trains, or teaches is using a framework of some kind. Success frameworks how to pivot margin pivot what is margin My Three Words for 2014 is a post from: The Sales Blog | S. Anthony Iannarino. and I am still learning). Sales 3.0

Sales training – more of the same never results in something different

Sales Training Connection

Sales training. Because it is transformation, the design work involves more than just some word changes to the title page of your sales training documents. Doing something different requires a greater time commitment, a different type of training design and greater top management engagement. . Exploring sales training design lessons. Spotlight the pivotal job.

6 tips to help sales managers take over a new sales team

Sales Training Connection

Front-line sales managers are the pivotal job for building and sustaining sales success. Technorati Tags: front-line managers , managing new sales teams , sales coaching , sales management , sales managers , sales training. Managing A New SaleTeam. How can new sales managers get a good start when taking over a new sales team? This infographic shares 6 tips.

Why don’t sales people pivot? Lessons from tech entrepreneurs

Sales Training Connection

Pivoting and Sales Pipelines. Taking this challenge seriously was reinforced when we recently read an article about successful technology entrepreneurs and a concept called – Pivoting. Enter the idea of pivoting – starting something, quickly determining whether it is working or it isn’t and leveraging the ideas learned to develop alternative approaches.

Sales performance – average is over

Sales Training Connection

Some suggestions: blogs (list of top rated sales blogs) work better than books and self-directed online training (Udacity, Udemy, edX, Coursea) can augment formal company-based training. Rethink sales training. Historically in many companies sales training has been a “once in awhile” type of thing. Sales performance. Emphasize the power of self-motivation.

Salespeople – lesson from entrepreneurs – An STC Classic

Sales Training Connection

Taking this challenge seriously was reinforced in an article about successful technology entrepreneurs and a concept called – Pivoting. Enter the idea of pivoting – starting something, quickly determining whether it is working or it isn’t and leveraging the ideas learned to develop alternative approaches. There is nothing new about the fundamentals behind the idea of pivoting.

Sales productivity – the era of the absence of change is over

Sales Training Connection

Focus on the pivotal job first – the front-line sales manager. It makes sense to identify and focus first on the pivotal jobs. When it comes to sales the pivotal job is the front-line sales manager. Revisit sales skills training. Some suggestions: Stop viewing training as an episodic event and start viewing it as an ongoing process. Sales Simulations.

Sales managers – and the smartest person in the room dilemma

Sales Training Connection

There’s little doubt that sales managers are the pivotal job for creating a superior sales team. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Technorati Tags: sales coaching , sales management traps , sales managers , sales training. Sales managers. They also know it isn’t so easy to do.

Why isn’t great sales training great?

Sales Training Connection

Sales training. The vast majority of sales training programs have solid content and excellent instructional design. Any company looking to purchase sales training programs has a wide variety of viable options. Yet, too often great sales training programs don’t produce great results. Sales training programs do the latter – not the former.

Hospital sales – business-as-usual will be business lost to competitors

Sales Training Connection

Obviously there are a number of pieces to the puzzle but let me start with some ideas in sales training that I think are worth considering: New Products. We need to put more emphasis on conducting product-specific sales skills training when we launch new products – let’s learn than launch vs. launch than learn. Hospitals are going through a period of transformation change.

Sales management: Step 1 – Stop annoying your sales team

Sales Training Connection

Front-line sales managers are the pivotal job for driving sales success. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Technorati Tags: sales leadership , sales management , sales managers , sales training. Sales Managers. But sometimes first steps aren’t so easy. Make it a group when it isn’t.

A sales leadership red flag – sales turnover matters

Sales Training Connection

Consequently, it is well worth the time to know more about your sales turnover figure and to estimate the cost for every salesperson who leaves – in terms the dollar value of the existing business at risk, the cost associated with finding, selecting and training a replacement, and the opportunity cost while the new sales rep is getting up to speed which in B2B sales is longer than ever.

Big data supports the importance of front-line sales managers

Sales Training Connection

This massive research study just once again suggests that sales managers are the pivotal job for sales success. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Technorati Tags: front-line sales managers , sales best practices , sales leaders , sales management , sales managers , sales training.

Data 93

Sales coaching – it’s a game of beat the clock

Sales Training Connection

There is little doubt that front-line managers are the pivotal job for sales success and that coaching is one of their critical contributions. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Technorati Tags: sales best practices , sales coaching , sales manage , sales training. Focus and prioritize.

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

Sales and Management Blog

The frontline sales manager has always been the pivotal job for achieving sales excellence.According to the CEB authors, today’s sales managers are operating differently. 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.

3 pitfalls when developing an account strategy

Sales Training Connection

A good account strategy, in contrast, focuses on a few pivotal goals and then delineates the challenges, resources, and actions necessary to achieve a favorable outcome – what needs to be done and how are you going to do it. A correlated trap is substituting blue-sky ideas for pivotal goals using buzzwords like customer-centric that are just vague statement about some desired end state.

MedTech sales – financial impact of measuring patient satisfaction

Sales Training Connection

One pivotal trend that will increase the importance of the quality of the patience experience is the shift from a fee for service to an outcome payment model. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. MedTech sales. Today patients are better able to compare healthcare providers than ever before.

Sales coaching – it’s a game of beat the clock – An STC Classic

Sales Training Connection

There is little doubt that front-line managers are the pivotal job for sales success and that coaching is one of their critical contributions. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Technorati Tags: sales best practices , sales coaching , sales manage , sales training. Focus and prioritize.

Can you sustain a competitive advantage by product alone?

Sales Training Connection

Well, three that make the short list are: Recognize the pivotal job. The front-line sales manager is the pivotal job for developing a superior sales team. Get sales training in the game. No matter the selection process or the sales coaching efforts, building and sustaining a superior sales team requires a substantive sales training effort. 2013 Sales Horizons, LLC.

New sales managers – 6 questions to help avoid the granular trap!

Sales Training Connection

Sales managers are the pivotal job for developing a superior sales force. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Technorati Tags: new sales managers , sales best practices , sales managers , sales training. New sales managers. New sales managers face a lot of new challenges.

Sales person to sales manager transition – A STC Classic

Sales Training Connection

A Sales Training Connection Classic. There is little question that the sales manager is the “pivotal job” for building a great sales team. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Sales people often are promoted into sales manager positions – primarily based on their sales success. So, what happens?

Building sales management excellence: 12 questions for getting it right

Sales Training Connection

The message is: to achieve success, managers must learn to pivot – that is do something different rather than just getting better at doing what they are doing. There is little doubt that front-line sales managers are the pivotal job for building an effective sales team. Sales Management Excellence. Being stuck in outdated mindsets or ways of doing things will not lead to success.

Team selling – lone wolfs no longer reign supreme

Sales Training Connection

The frontline sales manager has always been the pivotal job for achieving sales excellence. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Technorati Tags: sales best practices , sales training , team selling. Team Selling. Team selling continues to be on the rise. Transformational Market Change.

15 tips for getting sales strategy right in major accounts

Sales Training Connection

Focus on a few pivotal goals - then delineate what needs to be done and how to do it. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Technorati Tags: business development , major account selling , sales best practices , sales training. Fifteen tips are: Sales Strategy Formulation.

Sales Tips: Has Senior Management Given Up on Sales?

Customer Centric Selling

By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company. As I dig deeper, I see two (2) fundamental causes for this: They’ve tried and failed one too many times when it comes to training their salespeople. In fact, I see so many sales organizations that have pivoted back to leading with a demo.

Medical device sales – translating clinical value into economic value

Sales Training Connection

The second question is do these changes impact sales training – again the answer is yes. This means that people, other than physicians, increasingly are become pivotal players in the decision-making process. Sales training needs to provide sales people with learning experiences that will help them use that data effectively. We think that one is fairly easy – the answer is yes.

Sales middle managers – what motivates them the most?

Sales Training Connection

Although these responsibilities often are perceived as bureaucratic, routine and less than glamorous, they are pivotal for bring innovation to life. Although all of this was not related specifically to front-line sales managers , we thought the tale was right on the money for that pivotal job. Sales Middle Managers. So getting middle management right is a big deal for every company.

Four Steps to Successfully Bringing Products to Market

Sales Benchmark Index

As the marketing leader, you play a pivotal role in bringing the new offering to market. Training material/courseware for sales team. Direct sales team and channel partner communications and training complete. As the marketing leader, you play a pivotal role in bringing the new offering to market. Six months ago your company launched a new product. So do careers.

Sales person to sales manager – making the transition

Sales Training Connection

There is little question that the sales manager is the “pivotal job” for building a great sales team. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Sales people often are promoted into sales manager positions – primarily based on their sales success. Sales Coaching. So, what happens? 2011 Sales Horizons, LLC.

Sales management – balancing micromanaging and abandoning

Sales Training Connection

Recalibrate for pivotal events. From time to time pivotal, trigger events occur which represent new challenges – just doing more of the same won’t work – such as: launching a new product, shifting from selling individual products to selling an integrated solution or just after a merger or acquisition. But swinging to the other side of the pendulum isn’t the right answer either.

Product launches – tales of preventable misfortunes

Sales Training Connection

In general, the front-line sales manager is the pivotal job for developing and sustaining a superior sales team and coaching is a primary tool. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. New Product Launch New Product Launch Training Sales Best Practices Sales Training Sales Compensation .

Sales management and the tyranny the clock

Sales Training Connection

The resources include blog sites, white papers from consulting firms like McKinsey, free webinars and inexpensive online training from institutional universities like Udemy. Front-line sales management is the pivotal job for driving sales success – and time management is a core skill. Sales managers and the time trap. For sales managers Public Enemy # 1 is time. Emails and VMs abound.

Successful sales managers are effective delegators

Sales Training Connection

You set clear expectations about timing, budget, and deliverables; make sure employees have the tools and resources they need to do their jobs; provide opportunities for training and learning; and genuinely care about the growth of each individual. They are the pivotal job for driving sales effectiveness. Lessons for Sales Managers. You have mastered the art of delegation.

3 Customer Experience Predictions - Think customers: The 1to1 Blog

The 1to1 Media Blog

2011 was a pivotal year for the field of customer experience. This trend, combined with a new understanding that delivering a great customer experience relies on each and every employee, will compel chief customer officers to put their own teams through customer experience skills courses and to roll out robust training programs across their organizations. Thats why we expect to see providers ranging from management consultants to service designers developing a variety of educational offerings to help fill clients training needs. + + + + + + +. 1to1 Magazine. Issues. Books.

Sales Managers: Don’t Be Shot by Both Sides

Pipeliner

There is really nothing wrong with this approach–except that most companies leave out some basic and vital essentials: profiling competency, nurturing talent, and (most importantly) training the most promising prospects from sales ranks for a role that’s vastly different from their current one. Let’s have a look at the reality of that role. An average of a year and a half!

Want more sales?

Steven Rosen

Brian Tracey , author, Getting Rich Your Own Way said, “The sales manager is the pivotal person in the sales-driven organization, and Steven’s book shows you how to excel!”. Leadership Sales Management Sales Management Coaching sales leadership training sales management Sales Manager CoachingMy new book helps sales managers unlock hidden sales potential! To click here find out more:

Sales managers – and the smartest person in the room dilemma – An STC Classic

Sales Training Connection

There’s little doubt that sales managers are the pivotal job for creating a superior sales team. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. A Classic – ’63 Corvette. And, a critical responsibility for the sales manager is coaching. They also know it isn’t so easy to do.