Understanding the Sales Force

SEPTEMBER 27, 2022

A client was having great success using OMG (Objective Management Group) to assess their sales candidates and they assumed the sales candidate assessment was the only thing OMG offered. In this article, I thought it might help if I share a bit of what they learned about their sales team.

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Highspot

MARCH 26, 2024

Whether you’re launching a new product, implementing new sales strategies, or upskilling your team, sales training and coaching will always be of utmost importance. Oftentimes, sales managers won’t have the bandwidth to set up personalized training and coaching sessions for each rep on their team.

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Sales Coaching Coaching Training Exercises 52

Understanding the Sales Force

JANUARY 4, 2024

In today’s article, I introduce my first innovation of 2023, the Sales Goals Grid, but first, some context and the back story! At the end of 2023 and 33 years after I founded the company, I exited Objective Management Group (OMG). I want to return to the goal setting theme of today’s article.

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Distribution Exercises Course Call-back 170

Steven Rosen

FEBRUARY 11, 2024

In this 2:56 video, Steven Rosen and Colleen Stanley discuss the need for sales managers to go beyond setting sales goals and to define learning goals for their teams. They share how organizations can align learning goals with sales goals and invest in training and resources to support their salespeople.

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Social Media Sales Goal Territories Lead Rank 156

BrainShark

SEPTEMBER 10, 2023

The sales profession isn’t what it used to be. Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? It’s no surprise that 20% of salespeople say their training needs a complete overhaul. What about sales training programs?

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Highspot

JANUARY 9, 2024

What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training? What is B2B Sales Training?

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The Digital Sales Institute

OCTOBER 13, 2023

Free sales training can be a step in the right direction for those of you who may be new or newer to sales. Selling is changing rapidly and having a longer term career as a salesperson now depends on having a far wider of value added sales skills than even five years ago. What Is Free Sales Training?

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Training Webinar Metrics Channels Video 52

Steven Rosen

APRIL 19, 2023

Most sales executives realize the impact of managers, not sales coaching. They know that sales coaching is one of the most significant levers to drive superior sales performance. Source: Objective Management Group , Dave Kurlan. Alarm bells should be going off in every sales organization.

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Mr. Inside Sales

JULY 30, 2021

Note to my readers: Because of my heavy client load, I am reducing my blog articles to bi-weekly starting today. Use the following questions to help open your prospect up and to get them to reveal where they really stand, and what you need to do to move closer to the sale: #1 “I can tell that’s important to you; why does it mean so much?”. #2

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Understanding the Sales Force

JUNE 27, 2023

Even though this article begins as a baseball article, in the fourth paragraph it quickly morphs into a sales article. Compare that with salespeople who, after five years in sales, could be referred to as veterans. See all 21 Sales Core Competencies here. ” Most simply don’t know how to sell!

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Hiring Consultative Selling Coaching Report 156

SBI

APRIL 6, 2021

Sales Training: Why You May be Struggling to Deliver. Are you struggling to deliver training that leads to positive, measurable outcomes? Most training fails to deliver long-term impact. As long ago as the 1870s, there was formal sales training.” It began more as sales coaching than training.

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Training Top of Funnel Lead Rank Call-back 122

Mr. Inside Sales

JANUARY 14, 2023

NOTE: While this article talks about using this technique as an interview question to determine what kind of sales rep you’re about to hire, it’s also a great technique for managers to use to diagnose what is wrong with reps who may not be hitting quote consistently. Let’s first look at how most sales reps go about doing it.

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Face-to-face Gatekeeper How To Sales Qualified Lead 254

Janek Performance Group

APRIL 11, 2023

The sales training market is producing a ton of content. There’s been a market for sales training since John Henry Patterson, George Eastman, and Andrew Carnegie built their empires in the 1800s. In this article, we will separate fact from fiction and explore the science of sales training in the modern age.

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Training Intent Sales Qualified Lead Margin 62

Gong.io

NOVEMBER 19, 2021

The moment a customer voices a sales objection, it’s tempting to do two things. Hearing sales objections make a rep want to: Say these words: “I’ve got the perfect solution for you!”. Handling sales objections well is a skill that separates good reps from their top-performing peers. Smokescreen Objections.

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Force Management

OCTOBER 8, 2020

This post is an extension of the Ten Reasons Why Our Sales Training Is Different. Read the original article to learn more about why our process equips our customers to achieve lasting results. The impacts of the pandemic have left many sales leaders to shift priorities and find new ways to equip their sales teams to succeed.

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Training Face-to-face Coaching Exercises 147

Janek Performance Group

MARCH 15, 2022

Are you a sales trainer or sales coach looking to enhance your skills? Being a sales trainer is one of the most critical jobs at any growing organization. Yes, your first responsibility is to increase the skill of the sales reps on the team. What is Sales Training and Development?

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Training Hiring Objections Workbooks 62

Vengreso

DECEMBER 21, 2023

Ever felt like you’re on a treadmill, running after sales targets but never quite catching up? Sales training : two words that hold the potential to change your game entirely. This post is your metaphorical guide through different types of sales training programs available and their benefits.

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Understanding the Sales Force

FEBRUARY 9, 2015

After the Lovin'' was his biggest hit and while it may not be a perfect analogy for my article, it makes for a great Blog title. While much emphasis is placed on sales training itself, often times, the greatest benefit comes after a sales training session.

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Training Groups Sales Coaching Objections 120

Sales Hacker

APRIL 12, 2021

Selling in the face of sales objections can be tough. We analyzed 224K+ sales calls spread over 2 million minutes to uncover the truth about the impact of the most common sales objections on deal outcomes. Are sales objections just a mind game? I know just how tough sales can be. “No

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Objections Decision Maker Face-to-face Coaching 129

SBI Growth

OCTOBER 27, 2013

This article is about retaining ''A'' player talent by developing new skills. The top reason good sales people leave an organization is their boss. Providing simple sales training is easy. Training is your responsibility as a sales leader. Training is your responsibility as a sales leader.

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Training Margin Lead Rank Lead Scoring 310

Mr. Inside Sales

JULY 24, 2023

Throughout my inside sales career, as both a sales rep and as a sales coach, I have always stressed the importance of those two words, “Thank you” and “Please.” Note: If you enjoyed this article, then you’ll love my new book: The Owner’s Manual to Life: Simple Strategies to Worry Less and Enjoy Life more.

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Close.io

DECEMBER 23, 2019

Another year is in the books—so it’s time to ready your sales game-plan for 2020. In this post, we look back at the sales posts and topics that sparked the most engagement in 2019. As you devise your own sales approach for the next year, incorporate the outreach , negotiation , and sales development tactics shared below.

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B2G Outbound Government Sales Forecasts 89

Chorus.ai

JULY 28, 2020

Objection handling is tough. Sales objections come in many forms, and it takes experience and quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face.

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Objections Case Study ROI Lead Rank 104

Janek Performance Group

APRIL 4, 2022

The secret to maximizing sales training is simple. In this article, we will outline how organizations can maximize their sales training to increase performance, prevent failure, and maximize their sales training investment. . Plan Sales Training Strategically. Who should be trained?

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Sales Hacker

DECEMBER 20, 2021

As a result, much of the evaluation, investment, and rollout of virtual training technology in 2020 was rushed, limited in scope, and poorly planned. How to maximize customer training investment. Intelligent, strategic investment in customer training is crucial to remaining competitive in the upcoming year.

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BrainShark

JULY 1, 2022

When it comes to measuring sales training ROI, most advice is either self-explanatory or ambiguous, such as “decide what success looks like” or “set expectations for your training.” Then, we’ll discuss the specific metrics you can track, as well as several best practices for calculating sales training ROI.

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ROI Examples Training Lead Rank 62

Mr. Inside Sales

NOVEMBER 16, 2020

If not, start using it today: search my blog to read articles on how to do that.). This one technique will separate you from all the other sales reps who are just looking for someone to dump their pitch onto. Like so many solid techniques in sales, this one is simple—but it will only work if you commit to trying it.

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Sales Training Connection

APRIL 30, 2012

Sales Tips. No matter how good you are at selling you will get some objections. First, most major objections in any given sales environment are predictable, so know what they are and rehearse how to handle them. This is particularly important for new sales reps. ©2012 Sales Horizons, LLC. . A cknowledge.

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Objections Proposal ACT Sales 120

The Brooks Group

FEBRUARY 21, 2020

Sales negotiation is a critical skill for any high-performing team, and a major aspect of sales negotiation is overcoming sales objections. When your salespeople are effective at overcoming sales objections, they enjoy several benefits that also benefit your organization: Higher win rates. Listen actively.

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Objections Negotiation How To Discount 72

BrainShark

JULY 27, 2023

So you spent a week (or two) pulling together data and resources, creating quiz questions, crafting a bespoke PowerPoint with voiceover, and putting it all together in Brainshark to create a new employee training module only to have ⅓ of your team watch it. So what can you do to revive your training program?

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Training Retail Scale Journal 62

Chorus.ai

DECEMBER 1, 2020

Objection handling is tough. Sales objections come in many forms, and it takes experience and a quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face.

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Objections Case Study ROI Lead Rank 73

Customer Centric Selling

NOVEMBER 25, 2013

Sales Training Article: Ignoring Evolution. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Most vendors continue to cling to old school selling: "convincing, persuading and overcoming objections" that is so offensive for knowledgeable buyers.

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Zoominfo

MAY 25, 2021

Yet a similar phenomenon has already happened with another technology: sales and marketing automation. . But more than 30 years later, we are still talking about these same productivity gains — and automation remains elusive for many sales and marketing teams. A Lack of Training. The Rise of Cross-Functional Teams.

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Marketing Decision Maker Telecommunications Lead Rank 252

LeadFuze

MARCH 9, 2021

Here is a fact, your sales reps learn by doing, not by listening. Sales role play scenarios are among the classic approaches you can use to: Prepare your new hires for real-world buyer-seller interactions. You need ideas for sales role play that upgrades your sales reps’ skills? What to sell during a sales role play.

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Hiring Training Sales Qualified Lead Exercises 105

Smooth Sale

MARCH 10, 2024

Photo by Andrea Schit z via Pixabay Attract the Right Job Or Clientele: Do You Know How To Increase B2B Sales? As a result, B2B companies don’t have to underrate the importance of building a robust sales strategy that targets high-value prospective clients and convinces them to transact with their brands.

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B2B Top of Funnel How To Sales Qualified Lead 102

The Brooks Group

JANUARY 27, 2020

Effective sales training is a critical component of sales success, whether your team is full of seasoned professionals, brand new graduates, or a diverse mix of skills and experience levels. When it comes to training new employees, the Sales Training 101 course may be one of the most important investments you make.

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Training Hiring ROI Face-to-face 84

Sales Hacker Training

AUGUST 28, 2019

You just hired a new Sales Development Representative ! For many companies, the ramp-up time for new sales professionals typically is 6 months or more, but inside sales has changed. Sales automation tools like email and dialing technology have turned SDRs into revenue-generating machines. Tools training.

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Hiring Training Cold Calling Scale 98