Sales Training Connection

MARCH 25, 2015

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.

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Training Exercises Survey Case Study 50

Sales Training Connection

AUGUST 1, 2016

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. Let’s tune in and listen to what Dr. Beckett has to say.

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Training Lead Rank Trends Ideal Customer Profile 50

Sales Training Connection

AUGUST 15, 2014

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. Five designs have proven to be particularly effective for new hire sales training.

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Hiring Training Exercises Face-to-face 82

Sales Training Connection

SEPTEMBER 17, 2014

MedTech clinical staff + sales training. They are after all first and foremost technical staff by training and experience. All that is why when MedTech companies plan their sales training initiatives, clinical staff are now being considered as part of the target audience. Check out this our sales skills training.

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Training Health Care Pharmaceuticals Face-to-face 80

Sales Training Connection

OCTOBER 21, 2011

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.

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Training Exercises Case Study Sales Leadership 87

Sales Training Connection

JUNE 6, 2016

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.

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Training Study Negotiation Maximizer 50

Sales Training Connection

AUGUST 29, 2012

Sales training. Let’s round up two representatives of everyone engaged in sales training – sales training vendors, training managers, VP’s of Sales, front-line sales managers, sales reps etc. The reason for the round up is we want to do a comprehensive opinion survey about the status of sales training.

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Face-to-face Training Survey Vendor 101

Sales Training Connection

APRIL 12, 2013

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. Usually these matter are discussed with the Sales Training Manager. ©2013 Sales Horizons, LLC.

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Training Sales Leadership Coaching Vendor 104

Sales Training Connection

SEPTEMBER 20, 2016

A while ago we received a call from a company wanting to talk about coaching training for their front-line sales managers. Since over the years we have published a lot about sales coaching and designed some very successful sales coaching training for clients, we thought we might be able to help. They also took a subsequent step.

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Coaching Sales Management Training Sales Coaching 50

Sales Training Connection

SEPTEMBER 21, 2012

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.). The good news is in the last several years there have been some good things happening in new hire sales training.

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Hiring Training Exercises Video 100

Sales Training Connection

NOVEMBER 4, 2011

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. What should we buy? What to buy?

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Training Licensing Vendor Exercises 67

Sales Training Connection

AUGUST 16, 2013

It is one thing to list why a customer should do business with you; it is another to be able to relate past success stories that brings that list to life. Relate details. Set the stage for the story with details that a physician can relate to. The latter is memorable and repeatable – the former is just another list of features.

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Health Care Pharmaceuticals Training Relationals 110

Sales Training Connection

OCTOBER 17, 2014

It is one thing to list why a customer should do business with you; it is another to be able to relate a past success story that beings the value of that list to life. Focus on the prospect – Tell stories that relate to solutions that address the customers needs. ? It is not so easy to do but when you do it; it makes a big difference.

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Hiring Intent Benefit Training 119

Sales Training Connection

JUNE 18, 2012

Much has been written about the importance of storytelling to sales success – including eight tips for storytelling we posted in an earlier blog on Sales Training Connection. It is one thing to list why a customer should do business with you; it is another to be able to relate a past success story that beings that list to life.

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Benefit Training Relationals Report 136

Sales Training Connection

AUGUST 6, 2012

It is one thing to list why a customer should do business with you; it is another to be able to relate a past success stories that brings that list to life. Relate details. Set the stage for the story with details that a physician can relate to. In a previous blog we included tips for successful story telling.

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Health Care Training Relationals Positioning 111

Sales Training Connection

DECEMBER 12, 2014

One relates to the just noted language distinction; the other to an important trend in the world of buying. The second point relates to an important trend in the world of B2B buying and it is the strategic reason for making a big to-do about selling consultatively. The second set of skills relates back to Ian’s point in the article.

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Consultative Selling Trends Selling Skills Training 99

Sales Training Connection

DECEMBER 1, 2014

Over the years we have written a lot about two obvious initiatives that a companies must get right as starters – sales training and front-line sales management coaching. And like in those professions top performers do not rely on the training and coaching from their respective institutions, they take personal responsibility.

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Sports Coaching Training Competition 128

Sales Training Connection

MAY 7, 2012

However, what makes sales force turnover particularly significant are the indirect consequences – for example, the impact on customer relations both from financial and non-financial perspectives. Also, considerations related to life style flexibility and non-cash rewards are becoming increasingly important. Career development.

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Hiring Compensation Commission Territories 122

Sales Training Connection

APRIL 23, 2012

This combination of trends is especially true in those portions of the medical device market that generate the largest profits: CRM devices, cardiology, spine-related devices, and orthopedics devices. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

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Health Care Decision Maker Training Benefit 112

Sales Training Connection

MARCH 26, 2014

Looking back even five years, there are few markets where top sales performance can be achieved simply by selling to the same people, in the same way, with the same message as yesteryear. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Collect best practices.

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Sales Coaching Coaching Face-to-face Commission 135

Sales Training Connection

DECEMBER 12, 2012

So what do we need to do when it comes to training the sales rep if this targeting is going to be successfully operationalized? Being able to relate past successes related to high-value customers that resemble your prospective customer is an extremely powerful sales technique. Four skill sets standout: Decision Process.

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Sales Qualified Lead Banking Ideal Customer Profile Lead Rank 108

Sales Training Connection

NOVEMBER 11, 2014

Can you relate a customer story or describe the research that demonstrates your product does what you say it does? If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. How do they impact productivity, risk, expense and revenue? ©2014 Sales Momentum ®. .

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Face-to-face Competition Engineering Account 91

Sales Training Connection

OCTOBER 2, 2013

A second trend is new medical technologies relates to the continuum of care. Three considerations stand out – all of which will have an effect on the sales process and how we should train medical sales people. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Health Care 110

Health Care Strategy Trends Face-to-face 110

Sales Training Connection

MARCH 14, 2012

Considerations related to life style flexibility and non-cash rewards are becoming increasingly important for many people. How effective is the company’s sales training program? Technorati Tags: sales best practices , sales rep turnover , sales training , sales training articles , sales training blogs.

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Hiring Territories Compensation Churn 117

Sales Training Connection

OCTOBER 21, 2013

Can you relate a customer story or describe the research that demonstrates your product does what you say it does? If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. How do they impact productivity, risk, expense and revenue? ©2013 Sales Momentum ®. .

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Face-to-face Competition Account Engineering 97

Sales Training Connection

FEBRUARY 24, 2014

These customers are often early adopters of innovation—and their experience and sophistication can significantly reduce the sales, training, and support effort required, rendering them less expensive to serve relative to their size. ©2014 Sales Momentum ®.

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Health Care Pharmaceuticals Margin Report 108

Sales Training Connection

JUNE 4, 2014

While her five points were written to apply to all managers – we thought salespeople would be able to relate to them. or “How are your accounts coming – let’s talk.” If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum, LLC.

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Sales Management Face-to-face Pivotal Sales Leadership 123

Sales Training Connection

AUGUST 20, 2014

Today, if you want a world-class sales team you need to define onboarding as an on-going training process, no a hiring event. Sales training programs are needed not just for onboarding new salespeople but also for upboarding your existing sales team to deal with an increasingly changing buying environment. ©2014 Sales Momentum, LLC.

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Hiring Competition Training System 110

Sales Training Connection

JUNE 4, 2012

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 strategy , sales training , sales training articles , sales training blogs. Large organizations are not just big little organizations.

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Strategy Territories Call-back Competition 112

Sales Training Connection

FEBRUARY 5, 2014

Here are five key findings that related well to Sales: Nine in 10 respondents say an entrepreneurial attitude can lead to new ideas that promote growth in a tough economy. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum ®.

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Health Care Lead Rank Infusion Decision Maker 112

Sales Training Connection

JULY 11, 2012

First, let’s review a major pitfall that should be avoided and then explore three strategic considerations related to understanding the competition. Other related blog posts you might find interesting are: Eight ways for sales reps to differentiate from the competition. The Pitfall. Selling value is more important than ever.

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Competition Ideal Customer Profile Training Relationals 100

Sales Training Connection

MAY 5, 2014

From time to time we hear disparaging words about the use of role-plays in sales training programs. Too often, the person playing the customer at each table during sales training is a program participant. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

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Construction Training Groups Buyer 117

Sales Training Connection

JANUARY 8, 2014

We train and coach and provide salespeople tools in many areas: call execution skills, sales strategy, business acumen, sales negotiations – but we tend to provide less help in how to run a meeting. An additional role for the Call Manager relates to follow-up accountability. Internal Team Planning Meetings. ©2014 Sales Momentum ®.

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Meeting Call-back Distribution Software 116

Sales Training Connection

NOVEMBER 20, 2013

Too many people involved is inversely related to how thoroughly an issue is discussed. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Technorati Tags: sale best practices , sales mistakes , sales strategy , sales training , team selling.

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Account Scale Lead Qualification Training 116

Sales Training Connection

APRIL 11, 2014

Sales leaders spend a fair amount of time and effort reviewing issues related to the cost of sale. However one across-the-board intervention with a proven track record is sales training and development. More attention to sales training and development is a great first step. Sales Team Turnover. Sales turnover matters!

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Sales Leadership Compensation Report Pivotal 110

Sales Training Connection

AUGUST 9, 2016

There is no attempt to relate the findings from the study to the specific needs and concerns of the physician in question. Using words like: I, me, we, and us in relating to the findings reduces the third party value of the study. Sales Training. If you are a Sales Training Director or a VP of Sales, let’s do a short quiz.

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Data Study Fashion Call-back 50

Sales Training Connection

FEBRUARY 28, 2014

The sales team needs not only comprehensive product knowledge and they also need to fine-tune their sales skills, adapting them to customer requirements related to the new product. Most companies take the first step and provide their sales team with technical training about the new product. ©2014 Sales Momentum ®.

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Training Engineering Revenue Up-Sell 97