Sales Training Connection

DECEMBER 17, 2015

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. They must co-own the sales training initative. ©2015 Sales Momentum, LLC.

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Sales Training Connection

MAY 4, 2012

Sales training. The vast majority of sales training programs have solid content and excellent instructional design. Any company looking to purchase sales training programs has a wide variety of viable options. Yet, too often great sales training programs don’t produce great results. First, who are the players?

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Sales Training Connection

MAY 18, 2016

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. Why do some start-ups make it and some don’t?

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Training Hiring Pharmaceuticals Up-Sell 68

Sales Training Connection

JULY 24, 2013

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. A Classic – ’63 Corvette.

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Training Maximizer Face-to-face Discount 105

Sales Training Connection

MAY 2, 2014

sales training. According to ASTD, US companies spend approximately $20B on sales training annually. While we might be spending a lot of money, that doesn’t mean the sales training is effective or efficient. How can companies improve their sales training? Technorati Tags: sales training , sales training best practices.

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Sales Training Connection

OCTOBER 13, 2016

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. Lots of options.

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Sales Training Connection

JANUARY 23, 2013

But what about sales training ? When all is said and done and a determination is made that a new sales force design structure is needed, is there also a need for additional training? If so, what are the considerations for crafting that training? So, some type of training should be part of the implementation plan.

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Training Pivotal Commission Quota 103

Sales Training Connection

DECEMBER 3, 2012

Let’s turn the clock back about 40 years and take a business perspective look at what was going on in the world of sales training. The early 70’s were the early years of modern day sales training. During that era five or six companies dominated the sales training industry. They competed against each other to win the major deals.

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Training Hiring Licensing Industry 104

Sales Training Connection

NOVEMBER 17, 2014

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.

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Sales Meeting Meeting Training Travel 89

Sales Training Connection

FEBRUARY 15, 2013

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.

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Training Hiring Face-to-face Compensation 105

Sales Training Connection

MAY 13, 2013

Sales Training. The second piece of the puzzle is getting Sales Training into the game. Salespeople cannot be expected to effectively and efficiently be an early warning mechanism for Value Migration without sales training. First of all – that type of sales training is feasible. But what if it did?

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Training Trends Competition Sales 111

Sales Training Connection

SEPTEMBER 23, 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 Sales Conversion Company 103

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

OCTOBER 29, 2014

Sales Training. companies spend millions of dollars on sales training for their salespeople. And, by sales training we are talking about sales skills training not product training. An equal amount is spent on product training as well. Internal training departments develop some programs.

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Training Social Media Media Up-Sell 96

Sales Training Connection

APRIL 16, 2014

Planning your sales training curriculum for 2014? 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. A Classic – ’63 Corvette.

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Training Hiring Face-to-face Compensation 98

Sales Training Connection

AUGUST 17, 2012

New hire sales training. As a result sales training is becoming increasingly important. One aspect of sales training receiving increased attention is training new sales rep hires. Is this a viable substitute for new hire sales training and the answer is yes – sometimes. Hiring successful sales reps.

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Sales Training Connection

JULY 16, 2014

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.

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Training ROI Decision Maker Examples 94

Sales Training Connection

SEPTEMBER 19, 2014

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. Here are 10 reasons why online sales training is an effective, efficient option you should consider.

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Training Closing Quota Meeting 98

Sales Training Connection

MAY 4, 2016

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.”

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Training Ideal Customer Profile How To Territories 50

Sales Training Connection

DECEMBER 13, 2013

As the intensity of the spotlight on inside sales increases, attention needs to turn to training. In the past, the level and rigor of the sales training for inside sales has not matched that provided to outside sales groups. Training Design. Instructional Methodology. Sales Coaching. ©2013 Sales Momentum ®.

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Inside Sales Training Scale Outside Sales 118

Sales Training Connection

SEPTEMBER 13, 2012

For this blog let’s restrict our discussion to the performance skills of sales people and examine what the “adaptation” requirement means for sales training. However, if we look to the advice from the authors at Booz, then an entirely new array of reasons emerge for doing sales training. Create more innovative training designs.

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Training Hiring Territories Sales 108

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

JANUARY 28, 2015

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.

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Training Maximizer CRM Pipeline 50

Sales Training Connection

SEPTEMBER 5, 2012

Sales training. Given that in the United States millions of dollars are spent each year on sales training , are there significant number of influential people who think that sales training really doesn’t work – answer: yes. or “I’m sure our people will at least learn one thing from the sales training.” Bad Experiences.

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Training Fashion Research Face-to-face 105

Sales Training Connection

JUNE 18, 2014

Given the responses we thought it would be good to shift the focus of the discussion from “ how to coach ” to “how do you train sales managers to coach” If you were tasked with developing a sales coaching program for your company, what would be the design specifications? Training Sales Managers to Coach. First, a little context.

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Coaching Sales Management Training Sales Coaching 115

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

MARCH 27, 2013

Given the responses we thought it would be good to shift the focus of the discussion from “ how to coach ” to “how do you train sales managers to coach” If you were tasked with developing a sales coaching program for your company, what would be the design specifications? What are some of the traps that need to be avoided?

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Coaching Sales Management Training Sales Coaching 115

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 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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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

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? Historically, using classroom training only, we did two-day programs in each of the aforementioned content areas.

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Training Study Negotiation Maximizer 50

Sales Training Connection

MARCH 23, 2012

Training new medical device sales rep. When designing a training curriculum for new medical device sales people , clinical knowledge is first and foremost. Adding traditional sales skills training also is important, but insufficient for sales success. New medical device sales people need something more from sales training.

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Hiring Health Care Training Vendor 100

Sales Training Connection

DECEMBER 21, 2012

Recently we have written a few blogs about the mindsets employees and leaders bring to the training, as well as, the environment they come back to. Most sales training would be twice as good, if twice the time was spent on what happens before and after the training. The conclusion? ©2011 Sales Horizons, LLC.

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Training Call-back Lead Rank Lead Scoring 109

Sales Training Connection

NOVEMBER 3, 2016

Sales training. Because it is transformation, the design work involves more than just some word changes to the title page of your sales training documents. Doing something different requires a greater time commitment, a different type of training design and greater top management engagement. . Understanding the leadership task.

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Training Pivotal Face-to-face Ideal Customer Profile 50

Sales Training Connection

JULY 19, 2016

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. Hence, they need trained first – and subsequently they should participate in the sales reps training.

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Training Pivotal Scale Software 50

Sales Training Connection

SEPTEMBER 22, 2015

Online Sales Training. The good news is there are more effective and affordable training options to correct that deficiency than in times past. Most companies with a B2B sales team have investigated or implemented online sales training in the distant past. Recent years have seen tremendous disruption in how customers buy.

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Training Knowledge Base Exercises Travel 50

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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