Allego
SEPTEMBER 18, 2017
As you’d expect, the industry’s evolution is driving major change in the way firms train and support their wholesalers. The traditional approach to sales training, like the traditional, product-centric sales pitch itself, is wholly inadequate for the challenges facing wholesalers. Turnabout is Fair Game.
The Pipeline
SEPTEMBER 19, 2011
25% Increase in Sales Training ROI – Sales eXchange – 115. Some aspects of sales training are easy to measure others not so, but it is a fair question when I am asked what they can expect from an ROI standpoint. Companies have shown selectivity with other training or development programs. Given that, why train them?
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Steven Rosen
OCTOBER 22, 2011
The typical response goes like this: You devise several homemade remedies to ensure you do better next year. Do they actually make a difference in the sales in their territory? If your sales force suffers from “failure to impact syndrome” , homemade remedies are not going to work. What can you do? Hire only top sales reps.
Janek Performance Group
APRIL 2, 2024
This can reveal areas that need improvement and suggest potential remedies, like sales training and coaching. Analyze trends over time and segment data by customer or territories. Tracked at each stage of the sales process, it can show how much business your strategy develops. There are costs to acquiring new business.
The Sales Hunter
NOVEMBER 14, 2011
” The typical response goes like this: You devise several homemade remedies to ensure you do better next year. Do they actually make a difference in the sales in their territory? If your sales force suffers from “failure to impact syndrome,” homemade remedies are not going to work. Client Login. Mark Hunter.
Zoominfo
MAY 13, 2018
It’s also reported that, when a person suffers from stress, they’re unable to access previous knowledge or training and instead resort to an automatic response—typically shutting down, quitting, or losing confidence. These resources may come in the form of sales enablement tools, more team members, or additional sales training.
The Pipeline
MARCH 28, 2011
Fearing that if they “lost” the rep they would somehow be behind, the vacant territory syndrome. Ask me, they would be better off with a vacant territory than having these under performers who are likely not aware of opportunities in their existing accounts, and have declared their right not to bring on new prospects.
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