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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

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.

Buying Facilitation® Training UK

Sharon Drew Morgan

Buying Facilitation® Training UK. Read an article that describes the decision process all buyers (regardless of type, size, or price of a solution) go through before they can buy. I have trained this model since I trained Helping Buyers Buy for KLM in 1985.

3 considerations for creating a sales training curriculum

Sales Training Connection

Sales training curriculum. Planning your sales training curriculum for 2013? At this time of year most sales training managers are into planning for the year ahead. Sales training isn’t always the answer. Sales training programs can address a lack of knowledge or skill.

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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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.

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.

Guest Article: “TEAM SELLING–Lone Wolfs no longer reign supreme,” by Dr. Richard Ruff

Sales and Management Blog

Dr. Richard Ruff has spent the last thirty years designing and managing large-scale sales training projects for Fortune 1000 companies. He is a co-founder of Sales Horizons , a sales training company aimed at mid and small size companies. Uncategorized dr. richard ruff sales sales best practices sales training selling team selling Team selling – lone wolfs no longer reign supreme by Richard Ruff. Team selling continues to be on the rise.

Sales Training Article about Taking the Path of Least Resistance

Customer Centric Selling

Sales Training Article: Taking the Path of Least Resistance. Take a look at the sales training workshops available to you and improve sales performance. Read more sales training articles from CustomerCentric Selling® - The Sales Training Company

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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.

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?

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 – 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.

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 ?

Guest Article: “The Strengths of Sales Introverts,” by Alen Mayer

Sales and Management Blog

Introverts have a keen, well-trained ability at listening to people. Alen Mayer , Chief Sales Introvert, helps sales people who identify themselves as introverts to be successful in sales by writing articles and conducting seminars on how to maximize introvert’s sales potential. The Strengths of Sales Introverts. by Alen Mayer. So introverts have game, and quite a bit of it to be exact.

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.

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.

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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.

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.

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.

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.

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.

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.

Medical device sales success – an urgent need to do something different – An STC Classic

Sales Training Connection

How do you train KAMs? . Sales training for KAMs is not just more of the same. So, let’s explore the next step – Sales Training 2.0. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Sales training – let’s look to the future and try something different

Sales Training Connection

Sales Training. companies spend millions of dollars on sales training for their salespeople. And, by sales training we are talking about sales skills training not product training. An equal amount is spent on product training as well.

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

Guest Article: “Are You Facing Sales Fatigue?” by Ken Thoreson

Sales and Management Blog

Many sales leaders forget this emotional side of leadership is critical and they don’t build into sales training programs belief-building activities. Are You Facing Sales Fatigue? by Ken Thoreson. The past three years have been a challenge for most partner organizations. The economy has caused sales teams to face declining prospect budgets, more competitive bidding, fewer opportunities, lower incomes and general personal stress.

3 considerations for creating a sales training curriculum – An STC Classic

Sales Training Connection

Planning your sales training curriculum for 2014? At this time of year most sales training managers are into planning for the year ahead. In previous blogs we have touched on the idea that what you do before and after the sales training is as important as the sales training itself.

Key account sales training

Sales Training Connection

Key Account Executives Sales Training. Over the years we have had the opportunity to design sales training initiatives for numerous companies having Key Account sales teams. One additional insight relates to the nature of the sales training. Train as a team.

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”.

Training new medical device sales reps – getting it right

Sales Training Connection

Sales Training for New Medical Device Sales Reps. If you hadn’t yet had a chance, check out our article in the Winter 2012 issue of FOCUS Magazine – published by SPBT – Training new medical device sales reps – getting it right.

Medical device sales – Investing in sales training 2.0

Sales Training Connection

If you have the opportunity to read SPBT’s Fall 2011 FOCUS Magazine issue, you’ll see an article Dick and I wrote about sales training 2.0. What role does sales training play? Selling medical devices.

Sales Training-Implement Loss Reviews on ‘A’ players that resign

Sales Benchmark Index

Article Corporate Strategy Sales Strategy exit interview exit interviews people plan People Planning retain top talent sales talent talent strategy

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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.

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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Guest Article: “In Sales, What Differentiates the Top 5% Players?” by Jonathan Farrington

Sales and Management Blog

Over the past twenty-five years I have trained and developed more than one hundred thousand sales professionals, from foundation right up to “master craftsman” level and this has given me the opportunity to formulate an accurate profile of a Top 5% Achiever. In Sales, What Differentiates The Top 5% Players? by Jonathan Farrington.

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.

Etch a sketch sales force – implications for sales training

Sales Training Connection

For this blog let’s restrict our discussion to the performance skills of sales people and examine what the “adaptation” requirement means for sales training. However, if we look to the advice from the authors at Booz, then an entirely new array of reasons emerge for doing sales training.

Sales Training Article: Solution Sales Dead?

Customer Centric Selling