Sales and Marketing Management
DECEMBER 19, 2016
Issue Date: 2016-12-19. Rep training is only part of the picture. To get the best results, it’s critical to train, sustain, transfer and coach at every level, and that's not being done. Rep training is only part of the picture. Author: Mike Kunkle, senior director of sales enablement, Brainshark, Inc.
Steven Rosen
MAY 10, 2017
6 FREE Sales Management Training Webinars . The STAR Sales Management Development Survey found that only 50% of sales managers were receiving on-going training and development in core skills. In 2016 only 1/3 of sales managers received any training on hiring vs 49% in 2015. 6 FREE Sales Management Training Webinars.
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Steven Rosen
AUGUST 23, 2016
announces the release of its 2016 STAR Sales Manager Report which captures the opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. A large portion of the training investment goes into training newly hired salespeople.
Sales and Marketing Management
JUNE 13, 2016
Issue Date: 2016-06-13. At the same time, the sales coach who is a lone wolf – taking on the sole responsibility for training, planning and execution – may be equally outdated. Author: Max Cates. The days of the lone wolf road warrior may be a thing of the past, as this new generation becomes full-time salespeople.
The Brooks Group
NOVEMBER 10, 2016
Most sales leaders know they should be coaching their reps more. But sales coaching is a broad idea—and its interpretation is often left to chance. According to the Sales Management Association , formal sales coaching strategies tend to be poorly executed or non-existent. Check out these popular sales coaching posts from 2016.
Steven Rosen
MAY 4, 2017
Annually spending by companies: Sales training $20 billion on sales training. Sales management training a few $100 million. We see this in times of recession when companies scale back on training, sales automation tools, and support materials. While training is often accepted as productive, it rarely is.
Sales Training Connection
SEPTEMBER 20, 2016
Sales coaching puzzle. A while ago we received a call from a company wanting to talk about coaching training for their front-line sales managers. They were real cheerleaders – they believed sales managers were the pivotal job for sales success and coaching was the sales managers’ key responsibility. Here’s why.
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