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

Sales training – managing a conundrum

Sales Training Connection

Sales training. 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. Sales training is not inexpensive. So, who is your sales training partner going be? Context. Lots of options.

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.” This, as they say, is the easy part.

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. Sales Training departments cannot produce superior results if they alone are viewed as owners of the training effort.

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.

Sales Tips: When IS a Good Time for Training?

Customer Centric Selling

Sales Tips: When IS a Good Time for Training? By Frank Visgatis, President/COO, CustomerCentric Selling®.

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

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.

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

10 Hallmarks of Great Sales Training and Coaching

Pipeliner

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

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 providers.

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. Yes sales training is important as is understanding marketing in today’s social selling world. FREE Download AI-Self-Assessment-78-Talents. Share on Facebook.

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.

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. The trap is doing too little, too late in terms of sales training. 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. Is sales training as effective as it needs to be? Today, sales training is significantly better than it was ten years ago. Recently Brainshark conducted an interesting survey with 162 B2B sales training professionals as to the state of sales training. We suspect worse news.

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.

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. Dave Kurlan effective sales training qualifying asking for moneyYou won't have to read much in today's post because I included most of it in a short video. I shared the story is in the 4-minute video below, along with a very important lesson.

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.

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 HOW is 100% about application.

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.

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.

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

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 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. If you wish to stay in business, reduce your stress, have more fun and make more money, then invest in some good sales training.

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

Pipeliner

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

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. 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.

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.”.

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. Saves the Company Money.

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.

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.

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

Pipeliner

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.

7 Ways to Kill Sales Training

Sales Benchmark Index

Sales Leaders leverage Sales Training as a tool for improvement. This article lists sales training poisons SBI has seen - and their respective antidotes. You will have access to guides, templates and tools to help your sales training efforts. One of these tools is the Top Training Techniques Tool - a list of bad sales training methods and their cures.

Sales training and national sales meetings – an odd couple

Sales Training Connection

Sales training and. We have noticed, however, that some companies tend to strive for a bridge too far and conduct serious sales training at their national sales meeting. At national sales meetings, sales training usually doesn’t turn out very well and the attempt plays havoc with the other benefits that are derived from the event. Before and after sales training.

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

Sales Training Connection

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

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

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 Training Coaching Tip: When decisions are made on bad presumptions, the results are not achieved.

MedTech clinical staff – invite them to the sales training party

Sales Training Connection

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. This raises the question of how to engage the clinical staff in sales training ? But why stop there?