Understanding the Sales Force

MAY 28, 2014

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. The best players getting the advanced instruction on the travel teams improve the most. The Talent Warp. They struggle to change.

Training 246

Training Coaching Comparison Territories 246

Sell Integrity

MAY 25, 2021

Here’s what he said: Be Ready for Virtual Sales Performance: As Bruce explains, this is a territory coverage play. Many customers now prefer it, which means even if your salespeople are willing to travel, the number of virtual meetings they’ll be conducting will continue to increase. Move your sales approach off the immediate need.

Call-back 113

Call-back Comparison Margin Pivotal 113

Sales Training Connection

AUGUST 1, 2016

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. Suspending disbelief, assume you have time traveled and have arrived in the summer of 2026. Let’s tune in and listen to what Dr. Beckett has to say.

Training 50

Training Lead Rank Trends Ideal Customer Profile 50

Sales Hacker

MAY 9, 2019

Plan Compensation for Onboarding and Training. The ratio between base pay and the variable is sometimes called “leverage” A plan with a high variable in comparison to a low base salary is referred to as a highly leveraged comp plan. Step 6: Plan Compensation for Onboarding and Training. Travel and Lodging.

Face-to-face 102

Face-to-face Compensation Commission Lead Rank 102