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Leading By Example

Partners in Excellence

Every manager knows this, it’s Leadership 101, we must Lead By Example. What much of the literature misses, is that we are always Leading By Example, whether we do so consciously or unconsciously. We want to leverage the training we’ve spent so much money in providing.

How To L.E.A.D By Example For Successful Sales Management

MTD Sales Training

Most people in sales management or with a title that is responsible for leading a sales team, speak about leading by example. Many think that to lead your team by example, is to sell as much or as more as each member of the sales team. So how can you lead by example?

How to optimize your sales training investment

Sales Training Connection

Sales Training Investment. How much money are companies spending on sales training? ” There are several avenues to attack the question: How do you optimize your sales training investment? At that point we totally changed how we designed our sales training.

Sales training – managing a conundrum

Sales Training Connection

Sales training. You are a new, first time Sales Training Director. You replaced a sales manager who did no sales training for a long time. The VP of Sales now feels that sales training is definitely needed and it needs to be done in short order.

Medical sales training – something different vs. more of the same

Sales Training Connection

Medical sales training. Today the healthcare industry is a prime example. The question can and should be explored from a number of perspectives, here let’s just drill down and examine what it means for designing sales training. Building transformational sales training.

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.

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 myopia of tech start-ups

Sales Training Connection

Sales Training and Start-ups. However, since we are in the sales training business we were particularly interested in what was being said about creating innovative sales training and developing a superior sales team. Sales training was not on the radar screen.

The Ever Changing New Normal in Sales Training

Increase Sales

Sales experts promote their books to their sales training programs all promising a quicker, faster way to increase sales. The real problem with the new normal within many of the sales training programs is the natural style of the salesperson is ignored or even destroyed.

Why? How Come? Can You Explain More? Could You Give Me Another Example?

The Sales Hunter

Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills Prospecting Purchasing Department Sales Training Tip closing closing a sale questions sales questioning sales tip

Improve sales training – flip it

Sales Training Connection

Sales Training. Sales Training. Switching topics to sales training, we do not have the corresponding percentages as to the time sales trainers spend lecturing but whatever the percentage – it is higher than it needs to be. Design Example.

Sales Training is Not Just for Big Business – Part 03

Increase Sales

Sales training, rather good sales training (results driven), is the mechanism to reduce and eventually eliminate these inconsistencies. Since businesses are dynamic with changes in people and process, sales training must be an ongoing solution. Good sales training will identify the sales process or even provide one so that everyone understands how the ideal customers are identified, attracted, sold and then kept as loyal customers.

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.

Trends in sales training – an interview with Richard Ruff

Sales Training Connection

Jason Kanigan at Salestactics.org interviewed Richard about sales training trends earlier this week. Most companies have purchased some sales training – especially around basic selling skills. Sales training has changed over the last 20 years. Richard Ruff.

Four Training Tips: Maintaining Your Team’s Competitive Edge

The Productivity Pro

Regular training for your employees is integral to productivity and profitability, meaning it’s something you should never take for granted. Among other things, training: 1. Well-trained employees make fewer errors and require less direct supervision.

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.

Sales training: it isn’t about – if it ain’t broke don’t fix it

Sales Training Connection

Sales Training Investment. The strategic “it” in this case is the decision about whether you should make an investment in sales training. The sales training discussion needs to be updated and reframed. Let’s explore three examples of such a change. .

After the Sales Training

Understanding the Sales Force

While much emphasis is placed on sales training itself, often times, the greatest benefit comes after a sales training session. For example, let''s take Russ, who sent in the following homework assignment.

Sales training for meeting buyers’ expectations in 2016

Sales Training Connection

With that thought in mind, the sales training initiative should be viewed as a process not a single event. . Sales training design. The key point is the sales training must be perceived as relevant and realistic – which means you must drag the real world into the classroom.

Best Example of Value-Added vs. Commodity Selling

Understanding the Sales Force

The example is really striking because it so clearly shows that you can do everything correctly but asking even one question the wrong way can cause a salesperson to lose the opportunity to be a trusted advisor, and fall into the abyss of commodity sellers.

Is advocating sales training a career risk?

Sales Training Connection

Sales Training. It is not a career risk to be out front advocating your company place a priority on sales training. For example, my colleague Neil Rackham did some great research on what specific sales behaviors are more frequent in successful sales calls.

Catch the GoSalesTrain for On-the-Go Sales Training

Dave Stein's Blog

I recently joined the advisory board of GoSalesTrain, a new mobile sales training platform that, through seamless integration with today’s most popular smart devices and web browsers, promises to change how sales training is delivered, absorbed, and retained.

The Key to Why Sales Training Fails

Jonathan Farrington

If the objective of a training program is for people to apply that learning in the workplace and make an observable difference to an organization’s results, then almost all corporate training fails to achieve its objective. In a fairly recent study, the American Society for Training and Development (ASTD) reported that only 3% of training reached Kirkpatrick’s “level 4 of training evaluation results” where there is an impact on the organization.

Isolating the swing factors for making big-ticket sales training investments

Sales Training Connection

Sales training investments. Let’s take a look and translate the results to sales training investments. What might this mean for sales training purchasing decisions? During the planning, implementation and post-sales training program, new swing factors are likely to emerge.

5 Takeaways from a Sales Management Training

Sales Benchmark Index

I spent last week at a Sales Management training event with a client. As a Sales Operations leader, you must be allocating the right resources to training. Here are 5 key takeaways that made this training a success. Gamify the training. Train on Social Selling.

The Key to Maximize Your Sales Training

Sales Benchmark Index

Sales training eats up a lot of this non selling time. As Sales Leaders we know sales training is key though. The ASTD(American Society for Training & Development) reports an 18% increase in productivity for every 3 hours spent training. Agile Sales Training.

Refresh Your Sales Training Program to Retain A Players

Sales Benchmark Index

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. There are many reasons why sales training efforts fail. We are going to focus on making training successful.

The Prevalence of Assumptions in Sales Training Coaching

Increase Sales

In the posting over at Training Industry , the author, Robert Bogue, suggested the following “Everything You Think Know About Learning Retention Rates Is Wrong.” Sales Training Coaching Tip: An experienced results focused instructional designer is a good investment.

Mike Kunkle on Driving Sales Training Results

Dave Stein's Blog

Here it is: Dave Stein: You’ve got a lot of metrics and impressive results listed on your LinkedIn profile, compared to some training professionals. Our research indicates that 85% of sales training doesn’t impact performance for long.

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.

Partner Hiring and Training

Your Sales Management Guru

Partner Hiring and Training Lessons from Sage Summit. Non-productive partner companies often hire the best, but fall short at training their talent. Professional and personal ongoing training and development at your office is more critical. The next piece is ongoing training.

Sage 31

Sales management coaching training – necessary but not sufficient

Sales Training Connection

A while ago we received a call from a company wanting to talk about coaching training for their front-line sales managers. From a getting sales coaching training right perspective, they had taken all the traditional steps and had executed them to perfection. Sales coaching puzzle.

Optimizing your sales training investment

Sales Training Connection

In October 2010, McKinsey & Company published an interesting white paper – Getting more from your training programs. Question: Does this insight ring true for sales training? As a matter of fact, it should probably be in 24 point bold type when applied to sales training.

Here is an Example of a Personal Commercial

Jeffrey Gitomer's Sales Blog

Presenting Success best sales training Jeffrey gitomer personal commercial selling skills We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Training vs. Learning: do you want to train? Or have someone learn? by Sharon Drew Morgen

Sharon Drew Morgan

Training successfully educates only those who are predisposed to the new material. The problem isn’t the value of information or the eagerness of the learner: It’s a problem with both the training model itself and the way learners learn. HOW WE TRAIN.

Please Stop the Ongoing Insanity in Bank Sales Training

Increase Sales

During lunch a Vice President of a regional bank asked me this very pointed question: Why doesn’t sales training for banks stick? ” When bank sales training firms first focus on behaviors, that is a really big mistake. Separating training from development is also critical.

Leadership Is a Developmental Process, Not a Training Program

Increase Sales

Yesterday in speaking with an executive coaching client, he mentioned how his firm was looking into a leadership training program, I suggested to him sustainable leadership happens through a developmental process not through a training program. Here is an example of the difference.

Sales Tips – Examples of Sales Pitch Styles That Prospects Don’t Like

Sales Training Advice

Here’s one common sales pitch example that will send prospects running for the hills. Example of their sales pitch : “I do a lot of things. I’ve done lots of sales training in the past. Sales Training Ideas: Attitude Versus Aptitude By Brian Tracy Sales Tips: Price Negotiating – Provide a Great Solution for the Main Objection By Stu Schlackman Sales Tip: How To Close More Proposals in Less Time By Colleen Francis Zemanta.

Sales Training: Three Key Benefits for Using an Instructional Designer

Dave Stein's Blog

We all know there are no silver bullets to sales training. But there is a critical component to designing excellent sales training and it’s one that often gets overlooked. It’s that important to us, and should be for both the sales training buyer and the sales training provider.

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.