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Customer Relations: The Huge Gap Between Intention and Reality

Jonathan Farrington

There are books about customer relations; there are videos about customer relations; there are Gurus (mostly self-appointed) about customer relations. None of them actually have to deliver customer relations. More than 80% of front line staff haven’t yet totally bought into the idea of effective customer relations. Which gets us back to relations with customers.

How to optimize your sales training investment

Sales Training Connection

Sales Training Investment. How much money are companies spending on sales training? ” There are several avenues to attack the question: How do you optimize your sales training investment? Perhaps the one that has received the most attention relates to treating sales training as a “process not an event.”  This, as they say, is the easy part. 

Measured Yourself on the “Relater Meter” Lately?

Jonathan Farrington

Send me your training brochure ” That was it. think the whole message should have read : “Hi, Please send me your training brochure  (although I am not sure which brochure you need). What is your score on the “Relater Meter”? Every time we communicate with another person – by whatever means – it is an opportunity. Opportunity to do what? Is bluntness the new cool?

Sales Leadership – Talent of Relating to Others

Increase Sales

With today being the 11th Anniversary of September 11, 2001 , relating to others is not only a necessary sales leadership talent but a leadership talent that makes sense for all of us to demonstrate. Sales Training Coaching Tip:  Relating to others can also be viewed as interpersonal intelligence. In sales and in life, those with a “good score in this relating to others are able to establish a good rapport with others, as well as a feeling of comfort between themselves and others.” sales leadership sales training coachingCredit www.sxc.hu.

Sales training – what’s the biggest challenge?

Sales Training Connection

Given the substantial amount of money that companies commit to training every year, the notion of learning more about how to get it right is a question of interest.  When asked about their companies’ biggest challenge with training programs, the respondents reported that the one growing most in concern was the lack of metrics. What’s important for making training work? 

Sales training myopia of tech start-ups

Sales Training Connection

Sales Training and Start-ups. However, since we are in the sales training business we were particularly interested in what was being said about creating innovative sales training and developing a superior sales team. Sales training was not on the radar screen. Most companies take the first step and provide their sales team with technical training about the new product.

Sales training – it’s time to play beat the clock

Sales Training Connection

One important core question presently circulating among those who care about sales training is: What percentage of sales training ought to be done in the classroom vs. some form of guided self instruction? Examples of knowledge would include knowledge related to: product, marketplace, company background and sales best practices. More engaging classroom training.

Catch the GoSalesTrain for On-the-Go Sales Training

Dave Stein's Blog

I recently joined the advisory board of GoSalesTrain, a new mobile sales training platform that, through seamless integration with today’s most popular smart devices and web browsers, promises to change how sales training is delivered, absorbed, and retained. GoSalesTrain also provides on-the-go training from world-class training experts.

Sales training and learning styles – another popular myth

Sales Training Connection

Sales training. Each year lots of companies spend lots of money on sales training.  However, a reasonable question is – how are we doing?  Is sales training as effective as it needs to be?  Today, sales training is significantly better than it was ten years ago. Only 32% described their own organization’s training as effective.  2014 Sales Momentum ®.  .

If I Have to Sit Through One More B.S. Sales Training Class…

Dave Stein's Blog

Memo: To Sales Reps and First-Line Sales Managers From: Dave Stein Subject: Sales Training As you know, I spent nearly a decade evaluating and comparing sales training companies, their approaches, and their effectiveness. We discussed sales training. He said, “I can’t tell you how many sales training programs I’ve sat through. ” Did my colleague need training when he was a rep? But the training he needed had to help him do one thing—sell more. The training he received missed the mark, again, and again. He admits he did.

The Key to Why Sales Training Fails

Jonathan Farrington

If the objective of a training program is for people to apply that learning in the workplace and make an observable difference to an organization’s results, then almost all corporate training fails to achieve its objective. In a fairly recent study, the American Society for Training and Development (ASTD) reported that only 3% of training reached Kirkpatrick’s “level 4 of training evaluation results” where there is an impact on the organization. In contrast, 95% of training reached “level 1”? where the participants liked the training.

Is advocating sales training a career risk?

Sales Training Connection

Sales Training. Interesting question – best not to hold the conclusion to the end.  So no!  It is not a career risk to be out front advocating your company place a priority on sales training. said their training exceeded expectations. If you found this post helpful, you might want to join the conversation and subscribe to the  Sales Training Connection.

3 Ways to Increase Sales Training Adoption

Sales Benchmark Index

Salespeople loathe sales training. As a sales enablement leader, you know when training is adopted it’s a win-win. Implemented training is directly related to real sales dollars. In turn, it makes training a success. Your value proposition is defined and justifies the need for future sales training. It’s a prestigious connection to your sales training.

MedTech clinical staff – invite them to the sales training party

Sales Training Connection

MedTech clinical staff + sales training. Yet, in many cases the clinical specialists are reticent to get more engaged in the sales process because they lack the knowledge, skills and confidence relative to selling.  They are after all first and foremost technical staff by training and experience. This raises the question of how to engage the clinical staff in sales training ?

Relate | Top Sales Trainer | Best Sales Trainer | Top Leadership.

Jeffrey Gitomer's Sales Blog

Online Training. Relate | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Store. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Gitomer | March 3, 2011 | 1 Comment. Tweet Share The first question is a casual one. always ask people where they grew up. This is one of the most endearing and engaging questions to ask because everyone is willing to talk about it.

Three Ways to Increase Sales Training Adoption

Sales Benchmark Index

Salespeople loathe sales training. As a sales enablement leader, you know when training is adopted it’s a win-win. Implemented training is directly related to real sales dollars. In turn, it makes training a success. Your value proposition is defined and justifies the need for future sales training. It’s a prestigious connection to your sales training.

Isolating the swing factors for making big-ticket sales training investments

Sales Training Connection

Sales training investments. While sales training programs aren’t multi-billion dollar investments, we think some of the points the McKinsey & Co principals shared around considerations in making multi-billion dollar purchasing decisions have implications for sales training investments – whether in the millions or the tens of thousands. Keep decision biases in check.

Stop Wasting Your Money On Sales Training!

Partners in Excellence

There’s probably a round of cheering from those who’ve been subjected to bad sales training programs.  Every year, billions are spent on various types of sales training.  But too often, the training doesn’t achieve the expected goals. Of course there are some poorly designed and executed training programs. 

Optimizing your sales training investment

Sales Training Connection

In October 2010, McKinsey & Company published an interesting white paper – Getting more from your training programs.  The focus was on optimizing the results from the $100 billion that world-wide companies spend every year on performance skill training in areas ranging from performance management to sales techniques. Question: Does this insight ring true for sales training

Refresh Your Sales Training Program to Retain A Players

Sales Benchmark Index

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 are going to focus on making training successful. Training should lead to observable behavior change in your team. You own it. Pre-meeting.

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.  We have learned a couple of important walk-a-ways. Key Accounts are not just big little accounts – they are qualitatively different on a wide range of parameters related to what they sell and how they sell.

Sales Training And Human Interaction

Partners in Excellence

Annually, billions are invested in sales skills training.  On top of that, millions are spent on books on sales techniques, thousands of articles are written. ” In too much of the training on sales techniques, the customer is an abstraction, the object upon which we execute our techniques, bending to our will — at least if we execute the technique properly.

How to Take the “Snore” Out of Sales Training

Sales Benchmark Index

It is so compelling, yet your sales training class did not grasp it. This post is about the importance of sales training fundamentals. The best sales training content is forgotten without memorable delivery. Download a copy of our FUNdamentals of Sales Training Checklist to keep them engaged. Your salespeople will benefit from a worthy training program in numerous ways.

Would You Spend 45 Minutes A Day Training Your People?

Partners in Excellence

Tory said, “Every day, we devote the first 45 minutes a day to sales training.” That leaves 7.5 “productive hours” in the day (we know those aren’t all productive), or 450 minutes–so he is investing 10% of everyone’s time in sales training—every day! The remaining 30 minutes is spent training.  Did you say 45 minutes a day?”

Top 5 Sales Motivation Tips | Sales Motivation and Sales Training

The Sales Hunter

Training. Related posts: What Are the Voices In Your Head Saying? sales training. sales training tip. training tip. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. FREE Resources. Sales Articles. Selling a Price Increase. Purchasing Departments and Buyers. Negotiation. Sales Motivation. Networking.

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.  We have learned a couple of important walk-a-ways. Key Accounts are not just big little accounts – they are qualitatively different on a wide range of parameters related to what they sell and how they sell.

5 of the BEST Sales Tips Ever | Sales Motivation and Sales Training

The Sales Hunter

Training. Yes, they responded positively, but only time will tell if they took what I said to heart. I’ll say this — based on the thousands of salespeople I’ve had the privilege to work with and train, I know without a doubt that if salespeople do these 5 things and do them well, they will have a high probability of achieving success. Related posts: The Myth of Finding More Time to Prospect: Sales Training Tip #412. Sales Training Tip #375: RFPS are Rarely Final. sales training. sales training tip. training tip. About.

Sales Training Consultants – Hiring Guide

Klozers

Sales Training Consultants. This may include developing Strategic Action Plans and ensuring alignment between all the necessary stakeholders in the business. A good Consultant may also recognize any need for a Change Management process prior to starting any Sales Training program. Often a change in sales strategy can mean a complete change in the company culture. Sales Trainers.

Millennials Are SO Over Talking-Head Training

Productivity and Motivational Tips for Inside Sale

I’m scaling my training down, down, down these days — two days is too much, one full-day is still too much, and a half-day still seems challenging. regularly get requests for a one-hour training. But what I’m realizing is that it’s not the length of the training, but how it is delivered. ” And the coolness factor is short-lived anyway.

Sales Training Fails & Here’s Why

Klozers

Why Sales Training Fails is a question which unfortunately comes up much more than it should. Recently a new client revealed they had previously spent a six figure sum on a Sales Training program from a well known sales training company and failed to get any return on their investment. Sales Training does not capture all the good things that may already be in place.

Senior leadership engagement in sales training – more time may not be a waste of time

Sales Training Connection

Over the years we have conducted numerous training projects for companies engaged in major B2B sales.  Here are our observations of the typical level of VP involvement in sales training projects. The VP of Sales gets engaged at the very beginning of a project deciding the need for the sales training, the general type of sales training , and the level of funding. 

New hire sales training – an investment worth making

Sales Training Connection

New hire sales training. Question two – Have you taken a serious look at updating your new hire sales training to keep up with the changes?  Here we are talking about sales skills training not product or welcome-to-the-company training. Emerging work suggests sales training for new hires should be specifically designed for new hires. Excellence Modeling. 

New hire sales training: it’s important, it’s underemphasized, and it’s different – A STC Classic

Sales Training Connection

Question two – Have you taken a serious look at updating your new hire sales training to keep up with the changes? Here we are talking about sales skills training not product or welcome-to-the-company training.). Great new hire sales training can make a difference on some of those bottom-line problems that have been the focus of attention. A Classic - '63 Corvette.

ESR Publishes 2011 Virtual Sales Training Report

Dave Stein's Blog

conducted an important survey to explore the impact that technology, evolving media, and new delivery methods are having on the people and organizations that develop, deliver, and purchase sales training. Here is the press release: ESR’s 2011 Report on Virtual Sales Training. These changes represent a significant and unprecedented evolution for the sales training industry.

A Bold Move in Measuring the Impact of Sales Training

Dave Stein's Blog

CVI recently announced that it will integrate a 3rd-party ROI measurement with its popular sales conversation skills training solution. The 90-day post-training assessment will track adoption, behavior change and business impact. The new solution will incorporate a custom survey developed and delivered by BeyondROI, a leading training performance measurement company.

ROI 42

Sales Tips: "WHY Do I Need Sales Training?"

Customer Centric Selling

Sales Tips: "WHY Do I Need Sales Training?". By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Why do I need instructor-led sales training when I can simply jump online and get whatever I need?”. How does this relate to the above question regarding instructor-led sales training? You have to be trained.

What is Sales Leadership? | Sales Motivation and Sales Training

The Sales Hunter

Training. Related posts: Sales Motivation and Leadership. sales training. sales training tip. training tip. Sales Motivation and Sales Training | Sales Courses in Adelaide says: February 2, 2012 at 3:40 pm. [.] About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. FREE Resources. Sales Articles.

Listen, Excellent Customer Service is Going to Become THE Differentiator

Jonathan Farrington

These requirements are inter-related – i.e. it is more difficult to deliver consistently high standards in customer care, if the needs of both the organization and the staff are not taken into account. Relevant training to develop skills. General Customer Care Customer Management Customer Relations Customer Service Customer care is set to become one of the most important issues facing businesses in every market – fact! Customer care programs come under a number of titles – customer services; customer satisfaction; customer focus; customer orientated etc.

Sales Mgmt: Training; Learn from Disney U

Your Sales Management Guru

Sales Leadership:  What is your training plan? The interesting aspect of the book is the impact Disney U had on the entire organization; it is looked upon by management not as a training department but an element of the organization that IMPACTS the culture, operations and performance. mentioned four questions that relate to a focus on the entire organization: Is innovation encouraged? Is entertainment incorporated into training & education initiatives?  . Sales Leadership Training Sales TrainingLearn from “Disney U”. Ken@AcumenMgmt.com.

5 Sales Training Tips for Sales Managers AND Salespeople | Sales.

The Sales Hunter

Training. Sales Training Tips for Sales Managers AND Salespeople. Whether you’re a rookie salesperson, a veteran salesperson or a sales manager, here are 5 sales training tips you need to take action on: 1. Sales managers who attempt to do all the training themselves are not nearly as successful as those who allow their salespeople to tap into other resources. 4. Keeping a journal of this type allows the salesperson to have a personal sales training book of their successes.   Don’t worry about what didn’t go right, only record the things that went well. 5.

Invest In Training Your Sales People Every Day! A Conversation With Tory Hornsby

Partners in Excellence

Would you invest in training your sales people for 45 minutes every day? ” Tory and his sales management team take the entire sales team through 45 minutes of training every day!  Too much training is based on an “event” orientation.  The conversation I had with Tory was one of the most interesting discussions I’ve had in some time.  We covered a lot of things beyond training, including key metrics, performance management, developing a sales focused culture and others.  Related Posts: Would You Spend 45 Minutes A Day Training Your People?

It’s Never “Just A Matter Of Training.”

Partners in Excellence

I was speaking to a friend the other day.  He’s VP of Sales Enablement for a large technology organization.  He had just come out of a meeting of his peers–the top management in the sales organization.  He called to say, “the field VP’s proposed that we initiate a major sales training program and are willing to fund it.” That should be fantastic for your organization.  It’s the opportunity to implement some of the new training approaches we’ve spoken about.” Are you getting the most out of your training programs?

Sales Tips: 7 Reasons Why Sales Training Fails

Customer Centric Selling

Sales Tips: 7 Reasons Sales Training Fails. By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company. I had the pleasure last week of meeting with a company that is proactively evaluating their company sales process even though they are currently making their revenue targets. Namely, I find that there are seven (7) fundamental reasons that sales training initiatives fail: 1. It’s education, not training. often see training classes with a single lead instructor and 30 students. Think about it.

Buying sales training – today vs. yesterday

Sales Training Connection

Sales Training. One of the consequences of these changes is a new set of demands on those that are responsible for buying sales training.  Historically buyers exclusively brought sales skills training around identified topics like: sales strategy, call execution, and negotiation.  Secondarily, that is how sales training vendors organized their sales training offerings.

Your Current Sales Training Is Just Table Stakes!

Partners in Excellence

As a sales professional, hopefully, you are upgrading your skills, not only learning but executing what you have learned from your sales training.  Hopefully, you’ve had recent exposure to some of the really great consultative, solution, insight, Challenger training programs.  All this requires skills and capabilities far beyond those the most advanced training programs offer.

ROI 18
49.54 μs: 613.0 ns, 15.99 μs, 184.0 ns 154.5 ms: 251.1 μs, 3.618 ms, 149.9 ms