5 Classic Mistakes in New Hire Sales Training

Sales Benchmark Index

Article Corporate Strategy Sales Strategy new reps new sales on-boarding onboarding onboarding new sales reps sale talent sales sales training

Where Should You Focus Your Sales Training Efforts?

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Article Sales Strategy enablement program sales enablement sales heads sales performance sales revenue sales training

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5 Indicators of Sales Training Success

Sales Benchmark Index

Article Sales Strategy SBI on Demand indicators of success sales enablement sales training sales training success metrics success

Top 3 Reasons Why Sales Training Doesn't Change Your Salespeople

Understanding the Sales Force

I get asked this question a lot: "We've tried sales training before and it didn't really change anything. There are three powerful reasons why sales training won't work, and what you can do that will make it work everytime.

7 Ways to Kill Sales Training

Sales Benchmark Index

Sales Leaders leverage Sales Training as a tool for improvement. This article lists sales training poisons SBI has seen - and their respective antidotes. You will have access to guides, templates and tools to help your sales training efforts. Top Training Techniques Tool.

When the Training Wheels Come Off

Sales Benchmark Index

Training dollars are being misallocated. Her sales manager knew her potential and sent her to a weeklong sales training. The Need-Payoff that she had been trained on was thrown out the window. Her clients were sharing articles that her competitors had written.

Sales Training Article: Trouble Closing - or Selling?

Customer Centric Selling

Sales Training Article: Trouble Closing or Selling? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Pakorn at FreeDigitalPhotos.net Unlike other B2B selling skills, closing gets a disproportionate amount of attention.

Sales training stickiness – doubling back

Sales Training Connection

Sales training stickiness. Sales training and “stickiness” – two phrases often heard in the same breath when talking with VPs of Sales and Sales Training Directors. The reinforcement discussion is all about what to do “after” sales training to increase stickiness.

Before You Spend a Dollar on Sales Training Ask 1 Question

Sales Benchmark Index

Article Corporate Strategy Sales Strategy performance conditions Sales Force sales training

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Sales training and learning styles – another popular myth

Sales Training Connection

Sales training. Each year lots of companies spend lots of money on sales training. Is sales training as effective as it needs to be? Today, sales training is significantly better than it was ten years ago. Only 32% described their own organization’s training as effective.

Sales Training Article about Knowing Your Competition

Customer Centric Selling

Sales Training Article: Who''s Your Competition? John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Ambro at FreeDigitalPhotos.net For many years there has been a common way that sellers added opportunities to their pipelines.

Sales Training Article: How LinkedIn Is Winning Against Facebook

Customer Centric Selling

Sales Training Article: How LinkedIn Is Beating Facebook in Social Media By Geoffrey James, Inc. Take a look at the sales training workshops available to you and improve sales performance.

When Sales Training is Not the Answer

Sales Benchmark Index

Article Sales Strategy

A 2026 excursion to the future of sales training

Sales Training Connection

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.

Improve sales training – flip it

Sales Training Connection

Sales Training. Recently we came across an article about an innovation in our public schools that is getting a lot of buzz – Flipping. Sales Training. Let’s explore why flipping should be applied to sales training and how one might do it. Technorati Tags: sales training.

Training sales managers to coach – the good, the bad, and the ugly – An STC Classic

Sales Training Connection

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?

Refresh Your Sales Training Program to Retain A Players

Sales Benchmark Index

This article is about retaining ''A'' player talent by developing new skills. Providing simple sales training is easy. Training is your responsibility as a sales leader. Don’t leave it to L&D, the training department, or a 3 rd party. Don’t train on yesterday’s topics.

9 Simple Sales Enablement Tips to Implement Now

Sales Benchmark Index

Article Sales Strategy playbook sales sales certification sales charter sales enablement sales playbook sales training training

After the Sales Training

Understanding the Sales Force

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.

LinkedIn Training for B2B Social Selling

Fill the Funnel

Excited to announce the public launch of LearnAboutLinked.com and the best LinkedIn training focused on B2B sales and marketing professionals that understand the power behind social selling. Having the opportunity to partner with Viveka to bring this training to the market is a blessing.

Guest Article: Agile Field Sales Teams are the New Winners

Jonathan Farrington

Agile Field Sales is an emerging paradigm made possible by the rapid expansion of capabilities in cloud and mobile technologies.

10 Steps to Boost Your Sales Process

Sales Benchmark Index

Article Sales Strategy coaching training manager training sales coaching sales management sales manager sales manager training sales process sales training curriculum

It’s time to get serious about sales training

Sales Training Connection

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?

Sales Training Article: Solution Sales Dead?

Customer Centric Selling

Why a LinkedIn Article Went Viral(30k views) and Another Didn't

HeavyHitter Sales

  This is the story of two very similar LinkedIn articles. However, one article went viral and was viewed over 30,000 times while the other was seen by 1,000.   The 1,000+ Views “Traditional” LinkedIn Article.     THE VIRAL ARTICLE EMPLOYED A “COWCATCHER”.

Sales training – 3 ways to maximize your investment

Sales Training Connection

Success in Sales – this article appeared yesterday in the San Diego Union Tribune. The article delves into how sales training has changed over the past several years. Sales training must also be customized to specific challenges the company is facing.

Top 5 Sales Leadership Articles of 2013 - So Far

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I found it difficult to select the top 5 articles because top 5 means different things to me. I couldn''t narrow it down to a single article so I decided to go with the topics above. MOST POPULAR SALES ARTICLE. MOST LINKED TO ARTICLE.

Combo Article Friday - Finding New Business and Sales

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I wrote an article for the Sales Blog over at Hubspot on how Inbound Marketing has really been around, like, forever. The article was about who should be your first sales hire. Sales Training - Critical Components for Maximum Impact.

Big Data and Big Lies Have Arrived in the Sales Training and Assessment Space

Understanding the Sales Force

I've been trying very hard to find the time to write this article. I always have plenty of material but I just couldn't wait to write this particular article, and I've been waiting for nearly 24 hours since the idea was triggered by an email.

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Training ABCs for sales force design

Sales Training Connection

Booz & Co published a particularly insightful article on a particularly important topic – Sales Force Design: Assessing Stark Choices and Getting it Right. The article explores the design issue from a strategic organizational perspective. But what about sales training ?

Key to Significantly Improve Sales Training Results

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Before we discuss how to improve sales training, a quick promo for the latest and greatest taking place over at the ever improving Top Sales World. Also in the June issue are the Top Sales Article and Top Blog Article for May.

Is sales training the problem?

InsightSquared

Have you ever heard the comment, “Why can’t we just train the sales team?” But, all too often it’s touted as the end-all be-all solution when the problem isn’t a lack of training, it’s confusing processes, or there is a lack of management. Train a different team to do it.

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Three Ways Sales Management Can Move ‘C’ Players to ‘A ‘Players

Sales Benchmark Index

Article Sales Strategy "A-Player" c player people plan sales sales coaching sales talent sales training talent managementDid you know that with the right coaching that 15% of you ‘C’ turn out to be your best ‘A’ players? Coaching them is extremely important.

Sales Training Article about Ignoring Evolution

Customer Centric Selling

Sales Training Article: Ignoring Evolution. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sign-up for a CCS® sales training workshop to learn the customer-centric approach to selling.

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Training New Medical Device Sales Reps – Getting it Right

Sales Training Connection

If you did not catch this article in the Winter 2012 issue of FOCUS Magazine , we thought we’d re-post it here to provide our readers with easier access. Training new medical device sales rep. New medical device sales people need something more from sales training.

The Future of Sales Training Ignores the Reality of Today

Increase Sales

of all businesses here in the US have under 20 employees and such predictions about the future of sales training are usually based upon the minority of businesses, 2,3%, with over 20 employees. However, again this article and many similar articles ignored the reality of today.

Improve your sales training: focus on the before and after – A STC Classic

Sales Training Connection

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.

Training sales managers to coach – the good, the bad, and the ugly

Sales Training Connection

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? Sales Coaching.

Why Staff Training is so important

The Science and Art of Selling

Here we look at just some of them, and explain the best way to go about investing in your personnel and training them to a high standard. The first reason to train your staff is that it improves staff retention. There is a tendency to believe that training a member of staff to a high standard could increase the likelihood that they will leave and go to a better-paid role in another firm. Well-trained staff also makes it easier for you to recruit from within. Articles

How to Increase New Sales Rep Productivity

Sales Benchmark Index

Article Sales Strategy SBI on Demand new sales rep orientation new sales reps onboarding onboarding sales reps training