Why It’s Time to Rethink the ROI of Your Sales Training

Sales and Marketing Management

Today’s sales leaders agree on today’s top sales training challenges: it’s too expensive, there’s not enough time, and there’s a lack of engagement. Add to this the fact that when surveyed, the majority of sales leaders question the effectiveness of their current sales training programs. Yet, organizations continue to invest considerable amounts of time, money, and effort toward training their sales teams. . The Modern Sales Training Model. Author: David M.

ROI 196

4 Benefits of Sales Training Software

Lessonly

Sales training programs and software can help you improve your sales team in numerous ways. While there are many types of sales training programs, including classroom-based programs and sales summits and conferences, online sales programs have been shown to be extremely beneficial.

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Training Talks—How to Create a Service Culture: A Chat with Jeff Toister

Lessonly

We found that the best teams examine their training efforts through six key phases: Assess, Plan, Build, Learn, Practice, and Perform. That’s why we decided to create Lessonly’s Better Work Guide to Customer Service Training. Customer service employees are trained from the beginning not how to delight customers, but how to follow policy x, how to walk people through a procedure, or how to use this software. It’s how you hire, train, empower and lead people.

Effective Onboarding: The Key to Engaging and Retaining Top Sales Talent

Smart Selling Tools

Employee handbook? Product training? But we all know the reality – even with the most organized onboarding program, it’s going to take weeks of reinforcement, training, and coaching, and months before it can be determined whether a new sales rep is successful.

The Complete Salesperson

The Pipeline

Selective Training. Witness the recent B2B Sales Handbook from the folks at Autoklose. By Tibor Shanto. I know we’re not supposed to stare at people’s peculiarities, but at times it is hard not to.

3 Reasons You Want an Objection on Prospecting Calls

The Pipeline

This is why in the Objection Handling Handbook , I focus on building on the points you made in your intro statement, providing context for extending the conversation, not defending the objection. By Tibor Shanto.

Buy My Crap – Please!

The Pipeline

Objection Handling Handbook. No matter the training the real challenge is having people adopt and change as a result of the training, a frustration for many. By Tibor Shanto – tibor.shanto@sellbetter.ca .

Onboarding sales reps: 6 tips for increasing new hire productivity and engagement

Nutshell

Generally speaking, employee onboarding is the process of training a new team member and integrating them into your organization. Onboarding sales reps can include typical best practices like having them review your employee handbook and attend orientation meetings, but it should also incorporate training and engagement elements to better acclimate new sellers to their surroundings and responsibilities. Which training courses do they need to complete in the first month?

Sales Growth: 5 Proven Strategies

Your Sales Management Guru

The authors, all McKinsey and Company consultants took data elements and individual interviews to produce almost a handbook style guide that should be on every sales leader’s shelf. Books Sales Leadership Training Sales Management Consulting Sales Management Systems Sales Management TrainingSales Growth. Five Proven Strategies from the Worlds Sales Leaders.

What a Golfer’s Mind Can Teach Us About Sales

Braveheart Sales

In general, it is a handbook to enable golfers, both professional and amateur alike, to improve their mental game so that their mind doesn’t get in the way of their performance. “90% There’s a great book by famed golf performance psychologist, Dr. Bob Rotella, called The Golfer’s Mind.

What Do You Mean No?

The Pipeline

If you need to build up some objection handling muscle, grab a free copy of the Objection Handling Handbook. By Tibor Shanto. For such a small word, ‘NO’ seem to cause a lot of havoc.

Here Are the Best Books to Read Over the Holidays

Alice Heiman

Together, coauthors Byron Matthews and Tamara Schenk have a combined 48 years of experience and expertise in the areas of sales-performance improvement, sales enablement, and sales training. Internationally respected sales leader and widely read business blogger Tony Hughes has written an invaluable handbook for 21st-century sales professionals and entrepreneurs trying to tackle this challenge.

Sales Mgmt: Do your team know how to prospect?

Your Sales Management Guru

Last week I was fortunate to read: The Sales Winner’s Handbook by Wendy Weiss, “The Queen of Cold Calling”. Sales Managers: Does Your Team Know How to Prospect?

Executive Toughness

Your Sales Management Guru

This week’s blog is a book review: Executive Toughness: The Mental Training Program to Increase your Leadership Performance by Dr. Jason Selk published by McGraw Hill. Before I cover the topics, the one aspect of the book I really thought was a great concept was at the conclusion of each section where Dr. Self was making a point, he included tools where the reader could begin to build their own personal “training” program. Executive Toughness.

Your Guide to Creating a Sales Onboarding Program that Counts

Mindtickle

Regular office visits in the pre-onboarding phase can help kick-start the familiarization process before your reps officially begin their training. Product manuals, sales presentations, service handbooks, blogs, website, press coverage, company policies, and procedures – even your Twitter feed – are all instrumental as the best learning sources to help your reps get started. Helping your team master communication in sales.

AGILE Selling

Your Sales Management Guru

This is the perfect handbook that every salesperson should read and include in their personal library. AGILE Selling. By Jill Konrath. I agree with Jill, this book should be a NY Times best seller.

Are Your Sales Enablement Initiatives Missing Something?

Miller Heiman Group

As we often tell our clients: There is no content without training, and there is no training without content. … In turn, both content and training services require coaching to ensure the services are implemented and adopted appropriately.”. — “Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Sales Force”. Training services – Like content services, training services are designed to help the customer-facing professional add value.

SalesTech Video Review: @Qstream

Smart Selling Tools

An ongoing investment in and commitment to sales training is at the heart of any successful sales transformation effort. Employee handbook? SalesTech Video Review: Qstream.

5 ways to overcome the "Your product is too complicated" sales objection

Close.io

We work through implementation, set up our API, do any necessary customization coding, train your employees, give you the full handbook on how to use the software, and put you in touch with our customer success team once a month to make sure everything's going well.".

How to Prevent Phishing and Avoid Cyber Attacks

Zoominfo

It also means providing the appropriate training, handbooks, and outlets to report attempts or breaches. Companies across the globe experience more than one million phishing attacks each year ( source ). Let that sink in.

NON STOP SALES BOOM

Your Sales Management Guru

My answer: This book is the closest to a formal handbook on selling than I have read in a many years and as my clients need sales tips, this will be a great resource. In fact I will recommend it as an internal sales training book club tool as well! NONSTOP SALES BOOM.

Sales Consulting Program | No More Cold Calling

No More Cold Calling

Training. Referral Selling Training Programs. Pick Up the PACE Handbook. They love referrals, and can’t figure out what sales training to implement. Provide sales training for you and your team and build referral-selling skills. You’ll receive all No More Cold Calling training materials, CDs, videos, and books. Speaking. Joanne Black’s Speaking Topics. Speaking Video. Live Webinar Series. No More Cold Calling OnDemand™.

The No More Cold Calling? Webinar Series

No More Cold Calling

Training. Referral Selling Training Programs. Pick Up the PACE Handbook. Speaking. Joanne Black’s Speaking Topics. Speaking Video. Live Webinar Series. No More Cold Calling OnDemand™. No More Cold Calling. Products. Joanne’s Book. Special Packages. Consulting.

When Selling, Don’t Be an Overtalker

Pipeliner

None of us have been trained to interact with people we can’t see. We don’t have handbooks for it, or courses. Selling this way is becoming widespread, though, so we’ll definitely have studies, statistics, and training for it in the near future. This is the next in my series on the biggest sales mistakes you can make—and we’re going to address a bad one: overtalking. There are several aspects to this major error: Talking more than your prospect.

Growing Revenue: A 3 Step Framework for Acquiring New Business

Smart Selling Tools

While both hunters and farmers are always needed, and both new accounts and current accounts are important, if you want to grow revenue in today’s environment you’ll need a large army of well-trained hunters and a smaller contingent of farmers.

Best Sales Books: 10 More Titles to Supercharge Your Sales Strategy

Sales Hacker

Based in neuroeconomics, Pitch Anything trains readers to control the pitch process by understanding how the brain makes decisions. The Essential Handbook for Prospecting and New Business Development. Rev up your sales process with the best sales books.

Guest Post: Make a List, Delete Excuses

Jonathan Farrington

As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence for 2006 and in 2007 she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.”.

Referral Selling Workshop: The No More Cold Calling Workshop.

No More Cold Calling

Training. Referral Selling Training Programs. Pick Up the PACE Handbook. Speaking. Joanne Black’s Speaking Topics. Speaking Video. Live Webinar Series. No More Cold Calling OnDemand™. No More Cold Calling. Products. Joanne’s Book. Special Packages. Consulting. Articles. Associations. Enterprise. Small Business. Video. Archives. Newsletter Signup. About Us. Press. Testimonials. Resources. Providers. Sales Bookshelf. Contact Us. Newsletter Signup.

Top Sales Books To Read in 2012

Fill the Funnel

If you want to know what the sales teams at industry titans like Hewlett-Packard are being trained in, this is the book to read. The Virtual Presenter’s Handbook. © MASP - Fotolia.com.

What is Sales Enablement and Why is It Important?

MarketJoy

Training Based – The education of sales reps with techniques, tips, and tricks which can improve sales performance, often in relation to specifically targeted buyer bases. Because of these, you can find that some organizations refer to sales enablement when describing the specific type which they use; be it content, training or technology based. technology-based, training based, or content based), or according to a specific customer sector or sales area. Written By.

Top Sales Books to Read in 2013

Fill the Funnel

Many of us have had to present it in front of our peers in sales training. The Essential Handbook for Prospecting and New Business Development. This years Top Sales Books to Read in 2013. consists of books that were published between October 2011 and December 2012.

Guest Post: You Are One of Two Finalists – Now What?

Jonathan Farrington

As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence for 2006 and in 2007 she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.”. Great news!

Challenger’s Missing Link by Linda Richardson

Jonathan Farrington

As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence for 2006 and in 2007 she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.”.

Seismic Acquires Percolate to Create Exceptional Content Experiences at Every Point in the Customer Journey

Smart Selling Tools

One of the great things about working for a relatively small company is that it trains you to be very pragmatic. Bigtincan is a Sales and learning platform that enables onboarding & training, coaching, call preparation, customer engagement & follow-up. Employee handbook?

eBook 68