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The Territory Optimization Revolution

OpenSymmetry

A critical element that is relatively new is territory optimization and we will examine the case for this in this article. In order to maximize performace at the 100m, athletes train and diet – you will find that some do it through drugs, but that is like lying to the customer.

7 Ways to Become the CEO of Your Territory

Modern B2B Sales

These are the people who are given added responsibility, and entrusted with the larger deals and better territories. You can achieve this by thinking of yourself as CEO of your own territory. Being CEO of your territory means finding a way to achieve your sales number no matter what.

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.

No Sales Territory, No Sales

Sell More and Work Less

Is your sales team a territory free-for-all? In this podcast I share why not organizing into territories is a terrible decision that’s stunting your sales growth. Is your sales team a territory free-for-all? In this podcast I share why not organizing into territories is a terrible decision that’s stunting your sales growth. Podcast Series: The Sales Leader 3D Sales Training System Colleen Francis Engage Selling Solutions Lead Up!

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.

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.

How to Design a Fast Ramp Training Program

Sales Benchmark Index

Step 2: Identify Training Needs and the Training Program. Your training program should incorporate different modalities, topics and methods. Training should be focused on helping your sales reps identify prospects and close deals.

Etch a sketch sales force – implications for sales training

Sales Training Connection

Adapting a sales team so that it is aligned with the customer base requires fine-tuning along a variety of dimensions from sales strategy, territory design, and structure to the performance skill sets of the account executives. Create more innovative training designs.

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.

New hire sales training – an investment worth making

Sales Training Connection

New hire sales training. Question two – Have you taken a serious look at updating your new hire sales training to keep up with the changes? Here we are talking about sales skills training not product or welcome-to-the-company training.

10 More Things I Would Train Salespeople On Instead of Social Selling

The Sales Blog

Earlier this year I wrote a list of 15 things I would train salespeople on instead of social selling. Here are 10 more skills I would develop before I would worry about training social selling. Prioritize their prospects and territory : Not all prospects are created equal.

New hire sales training: it’s important, it’s underemphasized, and it’s different – A STC Classic

Sales Training Connection

Question two – Have you taken a serious look at updating your new hire sales training to keep up with the changes? Here we are talking about sales skills training not product or welcome-to-the-company training.). A Classic - '63 Corvette.

How You Trained Yourself to Take No for an Answer

The Sales Blog

Slowly, imperceptibly, you have trained yourself to take “no” for an answer. If you keep giving up every time a prospect says “no,” how long will it be before you eliminate all of the dream clients in your territory?

"Everyone" is Not Your Prospect: Boost Sales Success with a Segmentation Strategy

Sales Result

A common mistake made by sales leadership is not including segmentation in their territory planning process and overall sales strategy.

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

Sales Training Connection

Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. 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.

Sales Training Article about Taking the Path of Least Resistance

Customer Centric Selling

Sales Training Article: Taking the Path of Least Resistance. Proactively when sellers (lead gen or general territory) reach out to prospects. Take a look at the sales training workshops available to you and improve sales performance.

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Sales Tips: How to Determine WHERE Your 2017 Revenue Will Come From

Customer Centric Selling

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. However, what I did have was basic management training, skills, and education. The time to begin developing your 2017 Territory Sales Plan is NOW.

New hire sales reps – some tips for getting out of the gate

Sales Training Connection

After the excitement wears off of being assigned to that first sales territory, reality begins to set in. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. New sales reps.

The Etch a Sketch Sales Force

Sales Training Connection

Adapting a sales team so that it is aligned with the customer base requires fine-tuning along a variety of dimensions from sales strategy, territory design, compensation and structure to the performance skill sets of the salespeople. Create more innovative training designs.

Finding the Right Sales Performance Management Vendor

OpenSymmetry

Coaching and Training. Territory and Quota Management.

The Pipeline ? 25% Increase in Sales Training ROI ? Sales.

The Pipeline

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. Given that, why train them? Sales Training.

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The #1 Reason Why New Sales Managers Fail

Steven Rosen

Without strong coaching and training, you are sending a lamb to the wolves. What we saw in 2016 was that: Only 32% of organizations had training to support the transition from sales rep to sales manager. They want to get up to speed about their reps territories.

Sales simulations – why sales reps like them

Sales Training Connection

Think back to the sales training programs you’ve attended. It’s likely that the great sales training programs had two characteristics in common – the same characteristics that have salespeople excited about sales simulations. Sales simulations.

Sales force turnover – a problem that demands addressing

Sales Training Connection

What happens when a sales territory is left uncovered for several months? How fair is the sales goal setting process and does it take into account territorial differences? How effective is the company’s sales training program? Sales Reps and Turnover.

The Pipeline ? Shrink Your Way To Success

The Pipeline

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. Sales Success , Territory Alignment.

Territory and One-on-One Meetings

Empowered Sales

Territory Meetings. This regular sit-down should focus on the market and territory development. The key objectives are to ensure success in the territory and early detection of any significant challenges. Do you see the distinction between a territory meeting and a one-on-one?

A sales leadership red flag – sales turnover matters

Sales Training Connection

The issues can vary from travel policies and territory designs to compensation structures and bonuses. However one across-the-board intervention with a proven track record is sales training and development. More attention to sales training and development is a great first step.

The Pipeline ? The REAL Problem with Sales Training

The Pipeline

The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. The REAL Problem with Sales Training – The Pipeline Guest Post – Jonathan Farrington It seems that every week… [link].

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The Pipeline ? Talking Long-Term ? Acting Short-Term ? Sales.

The Pipeline

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. One of the things I hear most often from people we train is that they want to create “urgency” in their buyers. Sales Training.

Craft sales strategy by thinking ahead and reasoning back

Sales Training Connection

Selling in major accounts is not simply about doing more of what it takes to succeed in territory accounts – it is about doing something different. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Sales Training Insight into Bus Dev as a Process or Random Activity

Customer Centric Selling

Sales Training Article: Business Development Efforts - Process or Random Activities? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Territory sellers with responsibility for generating leads often view bus dev as an activity.

10 tips for B2B salespeople to win the sales call execution challenge

Sales Training Connection

As salespeople settle into the new year, analyze their territories and their new comp plans, their focus will begin to shift to individual accounts and how they can achieve their 2014 sales goals. 10 tips to win the sales call execution challenge.

Sales person to sales manager transition – A STC Classic

Sales Training Connection

A Sales Training Connection Classic. The new sales manager now is responsible for setting direction for the sales team, structuring territories, holding people to deadlines, allocating resources, and assessing performance.

What's Wrong With Your Sales Training Program

HeavyHitter Sales

Here’s one of my recent Harvard Business Review articles titled “What’s Wrong With Your Sales Training Program.”.   Somehow, “successful” sales training has become associated with a thick binder of material the salesperson lugs home from the class (never to open again).

The Pipeline ? ?But we're not IBM?

The Pipeline

If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Sales Training. Territory Alignment. Dave Kahle – Sales Training. From The Heart Sales Training Blog.

Key account managers (KAMS) – is it time to adopt Waigaya?

Sales Training Connection

With this shift in how large customers are buying and in particular in their demands to achieve cost savings across product lines, the classic individual territory sales reps is no longer the way to go. Technorati Tags: key account managers , sales strategy , sales training , waigaya.

Sales productivity – it’s the time, stupid

Sales Training Connection

They invest in sales training . They change compensation systems and territorial designs. Sales Training. Sales Training can help sales reps both become more effective and more efficient. Technorati Tags: sales best practices , sales productivity , sales training.

Sales strategy – playing to win … not playing to lose

Sales Training Connection

These sales reps are looking to maximize the productivity of their territory. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Sales strategy - playing to win.

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

Sales Training Connection

Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. 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.

Are You Deserving of the Title “Sales Leader?”

Sales and Management Blog

Most companies don’t train their new sales managers. Although the management problems start with the selection of the new manager, more important is the “training” most new managers undergo—none. One of the most common training formats companies have is upon promoting the new manager, the new manager is given a day or two training on hiring and firing procedures, how to handle sexual harassment issues, and how fill out payroll paperwork.

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