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Why Most Sales Training Fails

Pipeliner

Many salespeople fail not because of the lack of sales skills training but because their organizations are not spending enough time/money training them on the emotional power they need for success. I am convinced that salespeople must be trained on the emotional elements of success at the same level that they are trained in pure […].

3 Sales Training Don’ts

Pipeliner

Don’t Confuse Product Training with Sales Training One of the most popular complaints of buyers that we interview is the “walking product brochure” complaint. The post 3 Sales Training Don’ts appeared first on Pipeliner CRM Blog. Sales Effectiveness The customer appreciates the product knowledge, but is dismayed by the [.]

Sales training – managing a conundrum

Sales Training Connection

Sales training. Here’s the conundrum … You have a 250 person sales team. You are a new, first time Sales Training Director. You replaced a sales manager who did no sales training for a long time. The VP of Sales now feels that sales training is definitely needed and it needs to be done in short order. Context.

How to optimize your sales training investment

Sales Training Connection

Sales Training Investment. How much money are companies spending on sales training? As reported in a research report by Sales Performance International – “In the United States alone, industry estimates for corporate expenditures on sales training and performance improvement are more than 5 billion dollars annually.” 2016 Sales Momentum ® LLC.

The future of sales training

Sales Training Connection

Recently I had a chance to sit down with Richard Young and Martha Neumeister of Pipeliner CRM to discuss the future of sales training. Topics ranged from future predictions to how you can maximize your sales training investment to the relationship between sales training and CRM systems. Technorati Tags: sales training , sales training best practices.

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

Sales Training Connection

Medical sales training. If you are a company selling medical devices, equipment, consummables, software or other medical market products/services, a piece of the puzzle for being among the winners is making the investment in your sales team commensurate with the need for change and the opportunity to benefit. Building transformational sales training.

RIP: Sales Training

Sales Benchmark Index

You call a sales manager strategy meeting. “We Pipeline reviews, strategy sessions, forecasting analysis and sales training are all mentioned. Traditional sales training does not. Sales rep development is important. Sales training is a form of their development. This is known as the event based training meeting. Numbers don’t look good.

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?

Selecting the Right Sales Training Partner: 13 Best Practices

Pipeliner

If I’ve learned anything from over a decade of guiding companies through evaluating and selecting the right sales training provider, it’s that luck and superstition have no place in such an important process. The post Selecting the Right Sales Training Partner: 13 Best Practices appeared first on Pipeliner CRM Blog. Sales Effectiveness

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

Why hold sales training off-site?

Sales Training Connection

Sales Training. Unfortunately once decisions are made about the what, how, and when, other important secondary factors impacting the sales training don’t get much attention. One secondary but important factor is: Where will the training be held? A few months ago we wrote a blog proposing that sales training and national sales meetings are an odd couple.

What to Improve Your Sales Skills? Then Go Beyond Most Sales Training

Increase Sales

Most sales training and much of the sales coaching focuses on how to improve sales skills. To reach that next level of sales success may require going beyond current, almost cookie cutter, robotic sales training. If current approach to developing sales skills is still not securing the desired results, then maybe something is missing.

10 Hallmarks of Great Sales Training and Coaching

Pipeliner

People often ask us the difference between sales training and sales coaching. Both are critical to the success of any sales organization, but they are not one and the same. They are distinct interactions that must each be accounted for independently within your sales planning. Training is a single event that is focused on new [.] Sales Management

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 – 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? Let’s over simplify a bit and divide all the possible content into two bins labeled – knowledge and sales skill. Lower sales training cost.

The Ever Changing New Normal in Sales Training

Increase Sales

Sales appears to experience a new normal almost monthly. Sales experts promote their books to their sales training programs all promising a quicker, faster way to increase sales. Sandler Sales. The real problem with the new normal within many of the sales training programs is the natural style of the salesperson is ignored or even destroyed.

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. Now you do need a skilled sales force. Now all this seems fair enough.

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. Given that developing and sustaining a superior sales team is more important than ever, this commitment appears warranted. Is sales training as effective as it needs to be? Today, sales training is significantly better than it was ten years ago.

5 Indicators of Sales Training Success

Sales Benchmark Index

New initiatives are rolled out at Sales Kickoff. Training takes place. Sales Leader VP of Sales Resources Sales Training Every year there are new areas of focus. There is lots of excitement and buzz. Then everyone leaves.

Improve sales training – flip it

Sales Training Connection

Sales Training. Sales Training. Switching topics to sales training, we do not have the corresponding percentages as to the time sales trainers spend lecturing but whatever the percentage – it is higher than it needs to be. Let’s explore why flipping should be applied to sales training and how one might do it. Enter flipping.

A Salesperson's Terrible Reaction to Good Sales Training

Understanding the Sales Force

This is a story about a salesperson who reacted extremely badly to some great training tips and disrupted the training. His thinking is so representative of salespeople that struggle, and is the kind of thinking which, if shared with others, could derail an entire sales force! Dave Kurlan effective sales training qualifying asking for money

Why Off Site Leadership and Sales Training Misses the Mark

Increase Sales

At least once or twice monthly, I receive catalogs from organizations that deliver very expensive two to three day off site leadership and sales training. The problem with these off site leadership and sales training events is they fail to leverage the HOW and WHY behind learning engagement. Want sales training that hits the mark? The HOW. The Why.

Keys to Selecting a Sales Training Company

Understanding the Sales Force

Yesterday, I had a conversation with a Sales VP about the training he said he wanted (but didn't really) for his sales team. In most cases, unless the Sales VP initiates the call, bringing someone in from the outside really isn't high on the priority list.

Sales Training is Not Just for Big Business – Part 03

Increase Sales

Sales training, rather good sales training (results driven), is the mechanism to reduce and eventually eliminate these inconsistencies. Since businesses are dynamic with changes in people and process, sales training must be an ongoing solution. Each business has a sales process that is comprised of three general areas: marketing, selling and keeping. When the sales team is so busy on selling and forgets marketing, eventually the sales funnel dries up. When the sales team is not on the same page, progress suffers. Progress.

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 validates the training program.

Sales training and national sales meetings – an odd couple

Sales Training Connection

Sales training and. national sales meetings. Over the years we have attended a number of our clients’ national sales meetings. Salespeople exchange ideas and best practices, sales leaders make compelling presentations (Microsoft comes to mind) and yes, everyone has a really good time. Because, as we said, the sales training usually does work as well.

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. In previous blogs we have touched on the idea that what you do before and after the sales training is as important as the sales training itself.

Why Use Sales Training to Take Your Business to the Next Level?

Pipeliner

The sales industry in the United Kingdom is huge, with Crown Statistics showing that one in every six workers in the country is employed either directly or indirectly in sales. Meanwhile, according to an Aaron Wallis Recruitment and Training survey, 55 percent of businesses believe sales is their most important department. What these two pieces […].

Trends in sales training – an interview with Richard Ruff

Sales Training Connection

Jason Kanigan at Salestactics.org interviewed Richard about sales training trends earlier this week. Some of the points raised were: Upgrading sales teams is a continuous challenge given the changing sales environment. Most companies have purchased some sales training – especially around basic selling skills. Online training removes the T&E cost.

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. 2012 Sales Horizons™, LLC.

Are You Ignoring Attitude in Your Sales Training?

Increase Sales

Having experienced numerous sales training programs in my previous life, not one of them really explored positive attitude in the learning engagement. Unfortunately, many sales training programs do not recognize this linkage and only further the disconnect. Yet most sales training programs are a one time event and within one day, approximately only 50% is remembered.

Close the 4th quarter strong – 10 reasons why online sales training can help

Sales Training Connection

Online Sales Training. As the 4th Quarter begins, salespeople are looking for ways to meet – and exceed – their sales quota. A quick way to get smarter is to leverage the power of online sales training. Here are 10 reasons why online sales training is an effective, efficient option you should consider.

7 Ways to Kill Sales Training

Sales Benchmark Index

Sales Leaders leverage Sales Training as a tool for improvement. This will prevent wasting your sales or HR dollars on low-return methods. This article lists sales training poisons SBI has seen - and their respective antidotes. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. Top Training Techniques Tool.

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 validates the training program.

MedTech clinical staff – invite them to the sales training party

Sales Training Connection

MedTech clinical staff + sales training. Because of the transformation changes in the healthcare buying environment, many MedTech companies either already have or are now seriously considering leveraging the clinical support staff to participate more actively in the sales effort. They are after all first and foremost technical staff by training and experience.

The Truth Behind Failed Sales Training Coaching

Increase Sales

The truth behind failed sales training coaching is the curriculum, the process, the methodology call it what you will has been designed for the 1.8% Most, probably 95% of all sales training coaching has been developed to work with these three presumptions: Strategic plan exists. Sales department with a manager and one or more teams. of all businesses (SMB).

Sales Training and Improving Skill Levels

Pipeliner

A sometimes ignored part of sales stratgies is ensuring sales reps have the necessary skill levels to achieve those strategies. Hence the enhancement of sales skill level should be a vital part of sales [.] The post Sales Training and Improving Skill Levels appeared first on Pipeliner CRM Blog. Sales Effectiveness Sales Team Performance

Are You Forgetting the Third Rail in Sales Training?

Increase Sales

Implementing sales training even for the smallest B2B firms is expensive. These are the first two rails in any sales training program or even executive coaching. In talking with a colleague who sells to the healthcare industry, he shared that upon entering a hospital, he and his sales team can fairly well sum up the culture of that hospital. Share on Facebook.

Sales training for meeting buyers’ expectations in 2016

Sales Training Connection

They expect sales reps to be knowledgeable about their industry, company, and issues at a higher level of proficiency than ever before. This buyer expectation requires that the sale rep have the information and skill sets to have compelling strategic business conversations. With that thought in mind, the sales training initiative should be viewed as a process not a single event. .

Sales Tips: A La Carte Sales Training

Customer Centric Selling

Sales Tips: Avoid A La Carte Training. That may seem to be an odd way to start a sales blog, but I find many companies that go to the trouble and expense of training their salespeople make it an a la carte affair. When salespeople return from training the standard management question nets out to: What “keepers” are you going to use?