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Why Most Sales Training Fails


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


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. Prospects are very reluctant to buy from reps that provide no value beyond being able to recite product specs. Sales Effectiveness

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. 

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 – too important to be owned exclusively by training

Sales Training Connection

All this means that sales training has moved closer to center stage and the spotlight is a little bit brighter than in yesteryear. Given these trends, we sat down the other day to analyze the sales training we have conducted over the last 25 years.  We asked ourselves: What has been common among those sales training engagements that produced significant and lasting performance improvement? 

Selecting the Right Sales Training Partner: 13 Best Practices


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

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.

RIP: Sales Training

Sales Benchmark Index

Pipeline reviews, strategy sessions, forecasting analysis and sales training are all mentioned. Traditional sales training does not. Sales training is a form of their development. This is known as the event based training meeting. The training ends at 4 PM and everyone rushes to the airport to ‘get out of Dodge.’ Train them how to use social media to prospect.

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. In fact, we’d argue that in many cases sales training conducted on-site can lead to even more downsides than conducting it during a national sales meeting. Yes, off-site sales training cost more money. 

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? An example in the world of sales training of the distinction would be: one could learn the sales best practices for handling objections in an online course. 

10 Hallmarks of Great Sales Training and Coaching


People often ask us the difference between sales training and sales coaching. Training is a single event that is focused on new [.] The post 10 Hallmarks of Great Sales Training and Coaching appeared first on Pipeliner CRM Blog. Both are critical to the success of any sales organization, but they are not one and the same. Sales Management

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.

The Free Sales Training Conundrum

Increase Sales

This morning I read a posting about “free” sales training or any other training.  Those who provide training and development services especially the solo entrepreneurs are retreating to offering free as an incentive to increase sales.  We see this with many of the e-courses now being offered. Of course, free sales training does not pay the bills. . Free may actually devalue the expertise of those providing sales training and even business or executive coaching services. The first one is free and thereafter there is a price to pay.

Four Training Tips: Maintaining Your Team’s Competitive Edge

The Productivity Pro

Regular training for your employees is integral to productivity and profitability, meaning it’s something you should never take for granted. Among other things, training: 1. Well-trained employees make fewer errors and require less direct supervision. Consistent training also decreases employee turnover—a big drain on corporate costs. 3. Saves the Company Money.

The Ever Changing New Normal in Sales Training

Increase Sales

Sales experts promote their books to their sales training programs all promising a quicker, faster way to increase 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. ” Want sales training that sticks? Sales appears to experience a new normal almost monthly. 

The Ever Present I Don’t Want Training Attitude

Increase Sales

Having a background in small business sales, when I ever received sales training it was an unexpected treat. Now engaged with both individual salespeople as well as teams of salespeople, I have experienced the reality of I don’t want training attitude. This brings us back to the question behind the question (QBQ) of “Why don’t I want sales training?”

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. Autonomy (choice).

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.  Technorati Tags: sales training. Enter flipping. 

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. Technorati Tags: sales training , sales training design.

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 ®.  .

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


Meanwhile, according to an Aaron Wallis Recruitment and Training survey, 55 percent of businesses believe sales is their most important department. The post Why Use Sales Training to Take Your Business to the Next Level? For Sales Pros sales professionals sales trainingWhat these two pieces […]. appeared first on Pipeliner CRM Blog.

Trends in sales training – an interview with Richard Ruff

Sales Training Connection

Jason Kanigan at interviewed Richard about sales training trends earlier this week. Most companies have purchased some sales training – especially around basic selling skills. Sales training has changed over the last 20 years. Online training is becoming increasingly more prevalent. Classroom training is expensive but 40% of the cost is T&E.

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. If we accept the premise that human beings are emotional creatures first, then emotions must be part of any sales training

How to Conduct a Successful Training Program, from RFI Through Post-Training Debriefing


Jonathan was selected by an ESR client to deliver critical sales training last month to a group of (non-sales) relationship managers who would soon be responsible for cross-selling a brand new product to their [.] The post How to Conduct a Successful Training Program, from RFI Through Post-Training Debriefing appeared first on Pipeliner CRM Blog. Sales Effectiveness

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. When a CEO initiates the call, and then invites a Sales VP to join the conversation, Sales VPs are usually worried about: Dave Kurlan sales training

Sales training: it isn’t about – if it ain’t broke don’t fix it

Sales Training Connection

Sales Training Investment. The strategic  “it” in this case is the decision about whether you should make an investment in sales training. The sales training discussion needs to be updated and reframed. What is the right question for determining if a sales training investment is appropriate? Hence considering an investment in sales training is clearly warranted.

Train My Salespeople … Really?

No More Cold Calling

Think sales training is unnecessary? Many sales organizations bristle at the idea of spending money on sales training programs. But recent research from CSO Insights shows a direct correlation between the quality of a company’s sales training and quota attainment. In companies where skills training programs needed improvement, only 60.5 This is only half true.

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. Customize sales training so the sales people can easily adopt the skills.

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. Given priorities being set and budgets being finalized, this is a good time to not only think about what sales training needs to be accomplished but also to review some of the fundamental “how-to’s.”.

Mike Kunkle on Driving Sales Training Results

Dave Stein's Blog

Here it is: Dave Stein: You’ve got a lot of metrics and impressive results listed on your LinkedIn profile, compared to some training professionals. Our research indicates that 85% of sales training doesn’t impact performance for long. Mike Kunkle:  I’d love to tell you that I got those results with training alone, but we both know that’s not true. What does that really mean?

LinkedIn Training for B2B Social Selling

Fill the Funnel

Excited to announce the public launch of and the best LinkedIn training focused on B2B sales and marketing professionals that understand the power behind social selling. have been involved with LinkedIn training for over eight years and have trained and spoken at sales conferences across North America on the topic. She IS my LinkedIn trainer!

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. Good sales training will identify the sales process or even provide one so that everyone understands how the ideal customers are identified, attracted, sold and then kept as loyal customers. Sales Training good sales training ideal cusrtomers sales funnel sales process social media for marketingProgress. Profits.

5 Indicators of Sales Training Success

Sales Benchmark Index

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

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% of businesses and does not necessarily translate to the reality of 98.2% of all businesses (SMB).  Most, probably 95% of all sales training coaching has been developed to work with these three presumptions: Strategic plan exists.

Sales training – 3 ways to maximize your investment

Sales Training Connection

The article delves into how sales training has changed over the past several years. In the article you’ll read several points shared by Dick Ruff on what to do to make sure your sales training is successful. Here are some of Dick’s key points about reinforcing sales training : What’s done before and after sales training is as important as the sales training itself.

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.

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? Need some help to increase sales?

Partner Hiring and Training

Your Sales Management Guru

Partner Hiring and Training Lessons from Sage Summit. Non-productive partner companies often hire the best, but fall short at training their talent. What tends to be missing or where weak vendors or non-productive partners seem to fail, however, are in two other aspects of management’s responsibility: proper onboarding and ongoing training and development.

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. Use the estimator to assess the value of sales training adoption.

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

Sales Training Connection

Online Sales Training. 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. Technorati Tags: online sales training , sales training. As the 4th Quarter begins, salespeople are looking for ways to meet – and exceed – their sales quota.