Mindtickle

AUGUST 28, 2023

With those unique circumstances in mind, the importance of effective sales training cannot be overstated. In this blog post, we’ll outline the unique challenges faced in pharmaceutical sales training and provide practical solutions. What are some challenges in pharmaceutical sales training?

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

Increase Sales

JANUARY 10, 2013

Recently, I had lunch with a salesperson I had trained over 25 years ago. As I listened to her, I realized that even today with all the management and sales training; the countless books and webinars; and the availability of small business coaches and consultants, there are far too many short sighted sales managers and small business owners.

Small Business 151

Small Business Small Business Sales Management Epiphany 151

Sales Training Connection

OCTOBER 9, 2013

Sales Managers – it’s what you say and how you say it. A hallmark of a great sales manager is being a good communicator. For example, front-line sales managers are the critical screens through which messages travel from top management to the sales team.

Sales Management 124

Sales Management Face-to-face Sales Leadership Quota 124

Your Sales Management Guru

DECEMBER 3, 2012

Sales Leadership: 2013 Sales Theme. Last week I was speaking at a conference on: “ Building and Maintaining Sales Motivation ”, after the program several individuals came up to discuss my concept of a “Drive Statement. For example, I have seen one that was simply: Growth! You can reach him at ken@acumenmgmt.com

Sales Leadership 82

Sales Leadership Incentives Incentive Motivation 82

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Top Sales Books to Read in 2013.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

Sales Training Connection

NOVEMBER 3, 2013

New sales managers. New sales managers face a lot of new challenges. As they seek to develop the skills to work through new challenges, there is a tendency to gravitate back to what they know how to do – in the case of new sales managers , it’s usually selling. ©2013 Sales Momentum, LL.

Sales Management 117

Sales Management Face-to-face Pivotal Coaching 117

SBI Growth

MARCH 22, 2013

In particular, the front-line Sales Manager - a critical role responsible for marshaling a team of revenue makers. This post includes a downloadable Sales Leader Curriculum. This tool is perfect for HR Business Partners who serve the Sales function. It will help to prevent vacant Sales Management positions.

How To 312

How To Sales Leadership Exercises Proposal 312

SBI Growth

NOVEMBER 3, 2012

One of the biggest problems a VP of Sales faces is prioritization. Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? This post is written for the VP of Sales trying to determine which sales productivity problem to prioritize and which ones to ignore. H ow to Sequence.

Scale 282

Scale Face-to-face Promotion Lead Rank 282

Sales Training Connection

MARCH 4, 2013

Sales managers and off-the-cuff comments. We’ve noticed that one of many adjustments new sales managers must make is thinking about the impact of off-the-cuff comments. Because they are now in sales management, what the new sales manager says is taken more seriously. Management Messaging.

Sales Management 108

Sales Management Sales Coaching Training Influencer 108

Understanding the Sales Force

OCTOBER 16, 2013

Understanding the Sales Force by Dave Kurlan It''s amazing what Harvard Business Review will print on their pages when it comes to the subject of sales. The November 2013 issue featured an article titled Dismantling the Sales Machine. Let me give you an example. It was a survey! The reality is they only think it.

Sales Process 249

Sales Process Margin Survey Forecasting 249

Sales Training Connection

JUNE 19, 2013

Medical device sales and sales managers. The cornerstone for making the adjustment will be the front-line sales manager. The same report showed the sales difference between the top 25% and bottom 25% of sales managers was a stunning 80%. Get serious about sales training and development.

Pivotal 100

Pivotal Health Care Hiring Sales Management 100

Understanding the Sales Force

SEPTEMBER 17, 2013

Understanding the Sales Force by Dave Kurlan My regular readers have seen this number before: 74% of all salespeople suck, so most salespeople need a lot of help, yet training and coaching are only two pieces of the puzzle. I''ll be speaking at the EcSell Institute Fall Sales Coaching Summit in Chicago next week.

Coaching 201

Coaching Exact Webinar Metrics Sales Leadership 201

SBI Growth

NOVEMBER 14, 2012

66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. Don’t wait for your manager to come to you. Go to your manger and get the training / coaching that you need and deserve. You’re at a point in the year where you are discussing 2013.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

Increase Sales

FEBRUARY 19, 2013

If being successful as a salesperson is all about having someone buy your solution, then most sales training really is buying training isn’t it? Now there are some efforts in the sales training industry that discuss being an assistant to the buyer. Share on Facebook.

Training 127

Training Discount Buyer Analysis 127

Understanding the Sales Force

NOVEMBER 25, 2013

This video , posted last week at Sales2.0Circle , has a nuance that will help shorten your sales cycle. One thing to keep in mind about sales cycles is that everything is relative. For example, if you are standing on the road and a car goes by at 60 miles per hour, that vehicle appears to be flying by! Integration is key.

Study 243

Study Sales Cycle Follow-up Account 243

No More Cold Calling

JUNE 10, 2021

I was working for a global consulting and training firm. I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. My entire career had been sales and sales management, and my best business had always come from referrals.

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

Sales Training Connection

DECEMBER 13, 2013

The VPs also noted that inside sales groups are faster to scale and best practices are easier to share. As the intensity of the spotlight on inside sales increases, attention needs to turn to training. In most cases this was justifiable given the difference in the sales activity and the potential for revenue generation.

Inside Sales 118

Inside Sales Training Scale Outside Sales 118

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Clearly, if your team needs sales training, there's a lot of options out there.

Channels 111

Channels Video Training Hiring 111

Understanding the Sales Force

MAY 6, 2013

Anyway, those 3 data points (not following best practices, no business, nothing useful there) would be quite useful to a sales manager that wanted to coach him up or hold him accountable for change. Without a doubt, the highlight of any Sales Management or Sales Leadership program is always the 6 hours we spend on coaching.

Coaching 232

Coaching Sales Coaching Sales Leadership Sports 232

Sales and Marketing Management

JUNE 15, 2018

This is why a start-up company hired me to build their training department. Step Sales Process by modeling two top sales professionals who had been selling for years. But I wanted to do more than just offer live training and follow-up coaching. Author: Dan Seidman Ten thousand baby boomers turn 65 every day.

Hiring 191

Hiring Lead Rank Face-to-face Banking 191

SBI Growth

NOVEMBER 7, 2013

Last year you got your 2013 quota in mid-February. This caused mass confusion, frustration and demotivation on your sales team. Make sure you understand how it will affect your team’s managers and sales reps. For example, you are still recovering from the slow first quarter start this year. Don’t Panic. by 3.6x.

Quota 296

Quota Demand Generation Targets Demand Generation Negotiation 296

Understanding the Sales Force

OCTOBER 1, 2013

Understanding the Sales Force by Dave Kurlan The folks over at Insight Squared recently posted this interview with me. It touched on sales management but there wasn''t enough time to do it justice. In the context of best practices, the sales management role is now 50% coaching. c) Copyright 2013 Dave Kurlan'

Sales Leadership 204

Sales Leadership Hiring Education Coaching 204

Score More Sales

FEBRUARY 25, 2014

Sales author Anne Miller gives us some examples: Hit? Here are two examples from business: When asked by an interviewer why he should be hired to sell a professional service, this applicant replied, “I‘m just like Rocky Balboa. There is such power in the words you chose to use and those you didn’t use.

Hiring 229

Hiring Lead Rank Lead Scoring Inside Sales 229

Understanding the Sales Force

JULY 16, 2013

We have people that can provide sales training and we expect them to do it." The reason that any of these examples would be implemented at a company is usually to improve the sales culture, generate additional revenue and improve sales effectiveness. c) Copyright 2013 Dave Kurlan' Don''t risk it.

CRM 211

CRM Training Sales Process Up-Sell 211

Understanding the Sales Force

MAY 6, 2013

The list could go on and on but none of the rebuttals actually addresses commitment - one''s willingness to do whatever it takes (ethically of course) to achieve sales success. One such example of this occurred last fall when after a sales force evaluation one rep''s results showed that she lacked commitment.

Hiring 238

Hiring Policies Sales Methodology Energy 238

The Sales Hunter

AUGUST 19, 2013

Many of you are building your 2014 sales goals as you read this, and if you’re not, you need to start. Let’s use an easy example. We’ll say you want to achieve $1 million in sales next year. Sales managers who are reading this need to make sure each salesperson follows through in their pre-planning.

Motivation 219

Motivation Selling Skills Sales Goal Follow-up 219

Understanding the Sales Force

FEBRUARY 25, 2013

Most big companies are succeeding - not because of their sales organizations, but in spite of them. Let me give you an example: At Objective Management Group (OMG), we've assessed (not surveyed) 650,000 salespeople and sales managers. Take most sales excellence studies with a grain of salt.

Study 175

Study Compensation Survey Influencer 175

Understanding the Sales Force

MAY 9, 2014

When we work with companies selling through channels, the sales processes, metrics, sales management, sales coaching, sales training, messaging and coaching must be different from what we do with direct B2B sales forces. Channel sales is quite different.

Channels 221

Channels Retail Hotels Territories 221

Understanding the Sales Force

JANUARY 28, 2013

On the other hand, veteran salespeople believe that they know everything and everyone and probably could lead the sales training class. The real problem is that the CEO's, Presidents, Owners, Sales VP's, Sales Directors and Sales Managers to whom these veteran salespeople report are simply afraid of them.

Face-to-face 208

Face-to-face Margin Coaching Proposal 208

Understanding the Sales Force

FEBRUARY 25, 2013

At Objective Management Group (OMG) we have assessed, not surveyed, 650,000 salespeople and sales managers. One of the single most common findings - to the tune of 91% - is that salespeople are not following a formal, structured sales process. Here's Another Example. Effective Sales Coaching.

Study 180

Study Compensation Survey Influencer 180

Score More Sales

JULY 17, 2013

Video for sales training and coaching is a given. Nothing fully replaces in-person interaction with prospects, clients, or in-house training, yet video can work as a close second in augmenting in-person meetings. Gerhard gave a number of video examples and set the tone for more discussion during the day.

Hiring 192

Hiring B2B Video Lead Rank 192

SBI Growth

SEPTEMBER 5, 2012

Help the sales leader identify any reps that are at risk of leaving. This should actually be an ongoing task of the HR leader to have frequent discussions with Sales Directors and Sales Managers to keep pulse on which Reps may be at risk for leaving. Has any documented issues of “disconnect” with sales management.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

SBI Growth

SEPTEMBER 1, 2012

75% of most sales processes fail. Think about this: You just invested a huge amount of time, energy and money in developing and training a buyer centric sales process. Our Making the Number research tells us that your peers feel the toughest part of a new sales process is having the team actually use it. Process Design.

Sales Process 267

Sales Process Top of Funnel Forecasting Construction 267

Increase Sales

JULY 18, 2013

The obvious problem in sales is the first one that comes out during that initial first contact or within the more formal fact finding meeting. And much of the marketing is geared to those plentiful small business problems.Sales Training Coaching Tip: 99.1% A Real Life Example. Inconsistent sales management.

Small Business 160

Small Business Small Business Coaching Facebook 160

Understanding the Sales Force

APRIL 21, 2014

We know that both the top and bottom groups will have some common findings, usually indicative of what the hiring managers were looking for, like motivated salespeople. For example, members of both groups may have a particular finding as a strength, but only the top performers have a score in a certain range.

Hiring 258

Hiring Groups Exact Face-to-face 258

Jonathan Farrington

NOVEMBER 13, 2012

My intention is to produce a free new white paper, which will be ready for distribution on December 31st – “The FIVE Most Significant Challenges Facing Every Company Everywhere in 2013″ and today, I can give you a flavor … Challenge One: Finding the Opportunities.

Face-to-face 38

Face-to-face Sales Qualified Lead Webinar Metrics Retention 38

Sales Training Connection

AUGUST 12, 2013

Sales coaching and the time challenge. Sales managers are no different than anyone else – they don’t have enough time to do all the things they need to do. This time issue is particularly telling when it comes to front-line sales managers. ©2013 Sales Momentum ® , LLC. Leverage others.

Sales Coaching 120

Sales Coaching Coaching Face-to-face Pivotal 120