Sales Training Connection

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Our publications

Sales Training Connection

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Changing Role of Ortho Sales Reps

Sales Training Connection

ORTHOKNOW (March 2016) shares insights from six experts on how the orthopedic sales rep role is changing – including Richard Ruff. Changing-Role-Rep_ORTHOKNOW_March-2016.

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Handling 5 mistakes to get sales back on track

Sales Training Connection

Salespeople dread dealing with mistakes. At best they get you off track … at worst they lose you the sale. Mistakes run the gamut from corporate issues, like defective products or billing issues, to mistakes generated by the salesperson themselves, like sharing faulty information or missing a key player involved in making the buying decision. Some mistakes are just annoying, some are financially costly, and some have even more dire consequences.

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How can new sales reps build their credibility?

Sales Training Connection

New Sales Reps. What would successful sales reps and sales managers tell a new salesperson on how to gain credibility? We posed that question to our customers and heard many great recommendations, like: Listen to the customer’s needs. Determine what you should do, and then do it 100 percent of the time. Do what you say you’re going to do, always follow through, stay true to your word.

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The lost art of call planning

Sales Training Connection

After many years of sitting in on sales calls and even more providing feedback to salespeople in sales simulations, we’ve noticed there definitely is variability in the amount and quality of pre-call planning. Pre-call planning improves when someone else is on the call, like a sales manager, colleague, or even a consultant along as an observer. But the boost doesn’t last.

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Trials and tribulations of new sales managers

Sales Training Connection

Sales Manager. New sales managers often are promoted for their sales success – not sales management expertise. So what happens after the sales manager assumes the role and responsibilities of their new position? Too often “paperwork” like CRM systems, HR concerns, and other administrative requirements take precedence. Additionally many new sales managers are inundated by their sales team with fires to put out.

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Account friend or internal champion – it matters

Sales Training Connection

Internal Champion. In major B2B sales where the sales cycle is long, competition is keen and multiple players are engaged in the decision, developing internal champions is one of the more effective best practices. Why? A lot of the discussions and decisions go on when you’re not there. So if you have a champion in the room, it’s more likely you’ll have a better outcome.

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