INDUSTRY INSIGHTS YOUR PEERS ARE READING
For sales reps to keep pace, let alone anticipate buyers’ changing demands, they need the right combination of tools and training to seize every potential sales-ready moment. Keep pace with the speed of change with meaningful training. Sales Enablement Training MORE
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. MORE
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. MORE
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. Hence considering an investment in sales training is clearly warranted. MORE
Second, as you move beyond the early adopters to the broad physician population in your territory, what will encourage physicians to switch will not be identical across physicians. Selling to physicians. Sales reps usually get excited when their company launches a new product. MORE
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. MORE
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). MORE
The Sales Executive Council , for example, reported a four-fold difference in top-line territory growth of sales reps under “star sales managers” (top 10%) compared to sales reps under weak sales managers (bottom 10%). Get serious about sales training and development. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
Sales Training Article: Art or Science? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company In my mind sales is a combination of science and art. After being trained in products/offerings, new hires are assigned quotas and territories. MORE
Coaching and Training. Territory and Quota Management. MORE
Sales Training Article: 11 Traits of a High Performing Sales Culture. Revised sales territories. Take a look at the sales training workshops available to you and improve sales performance. MORE
Strategy #4 is have your sales reps develop their own territory business plans. We start with what are your three critical factors for success for your territory and then I look at the customers and say; Where do you think your business is going to come from? Plan to Succeed. MORE
New hire sales training. As a result sales training is becoming increasingly important. One aspect of sales training receiving increased attention is training new sales rep hires. MORE
Combine sales reps not having that 360° view of customers with not having proper training, enablement, and coaching with slow response times, and you have a very frustrated customer. Look at all of your sales processes: Territory & quota planning. Sales training and enablement. MORE
Before that happens, though, the AI has to be trained?—? The first step toward sales AI success will be taken not by salespeople, but rather by sales ops and the IT pros determining the right data to train the system. This is unexplored territory?—?and MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
Territory planning – We help companies understand where the greatest potential for opportunities are. Our training team can also customize a training plan, and we also provide access to our self serve training hub so that customers can learn on demand. MORE
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. MORE
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. MORE
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]. MORE
Spring Training in professional baseball is seen as the promise of a new season and as an opportunity for players to set a game-winning tone for the year. So how does Spring Training tie back to sales territories? Are your sales territories playing at rookie or MVP level? MORE
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. MORE
Instead of being thought-leaders we’ve become frenetic, selfish territory managers. Sales Training. Territory Alignment. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. MORE
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. That''s why some of your under achievers shouldn''t be trained at all. MORE
Make sure the sales calls are with different sales reps, in different territories and industries, and at different stages in the sales cycle. . In addition to the suggestions in the Forbes post, a fifth alignment idea, and an easy one to start with, is Sales Training. MORE
Early in my career, my territory consisted of 1/3 of the state of Oregon. The size of the territory was bigger than territory in 4 other states I covered driving my company-supplied Buick. Blog Sales Training Sales Training Program sales sales motivation sales teamAre you the lone wolf at your company or are you the first one to sign up to help organize the 3-legged sack race at the company picnic? Sales is emotional and don’t say it’s not. MORE
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! MORE
What’s different about what a KAE does vs. a traditional territory sales rep? So what does the sales training community need to think about to train KAEs? First, sales training for KAEs is not just more of the same. So, this is Sales Training 2.0. . MORE
After having sat through various sales training seminars, workshops to 2 day learning engagements, I realized that the majority shared this common presumption that was a barrier to increase sales. MORE
A common mistake made by sales leadership is not including segmentation in their territory planning process and overall sales strategy. MORE
Xactly
MARCH 28, 2018
Spring Training in professional baseball is seen as the promise of a new season and as an opportunity for players to set a game-winning tone for the year. So how does Spring Training tie back to sales territories? Are your sales territories playing at rookie or MVP level?
OpenSymmetry
JANUARY 27, 2016
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.
The Sales Leader
AUGUST 6, 2014
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!
Sales Training Connection
JANUARY 8, 2013
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.
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source, territory, or industry vertical—to make quick. If your organization utilizes different account planning strategies based on rep role, territory, deal size, or some other parameters, you may need multiple, purpose-built templates. The 7 must-have automated.
Sales Training Connection
JANUARY 11, 2013
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.
Sales Training Connection
MAY 4, 2016
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.
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Sales Training Connection
SEPTEMBER 13, 2012
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.
Sales Training Connection
AUGUST 17, 2012
New hire sales training. As a result sales training is becoming increasingly important. One aspect of sales training receiving increased attention is training new sales rep hires.
Sales and Marketing Management
JULY 26, 2018
Before that happens, though, the AI has to be trained?—? The first step toward sales AI success will be taken not by salespeople, but rather by sales ops and the IT pros determining the right data to train the system. This is unexplored territory?—?and
Increase Sales
JANUARY 13, 2015
After having sat through various sales training seminars, workshops to 2 day learning engagements, I realized that the majority shared this common presumption that was a barrier to increase sales.
Sales Training Connection
AUGUST 15, 2014
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.
Sales Training Connection
JUNE 1, 2016
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. Hence considering an investment in sales training is clearly warranted.
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Lessonly
JULY 24, 2018
For sales reps to keep pace, let alone anticipate buyers’ changing demands, they need the right combination of tools and training to seize every potential sales-ready moment. Keep pace with the speed of change with meaningful training. Sales Enablement Training
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. That''s why some of your under achievers shouldn''t be trained at all.
Sales Training Connection
SEPTEMBER 21, 2012
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.
Customer Centric Selling
JUNE 8, 2012
Sales Benchmark Index
JANUARY 1, 2014
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.
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.
Smart Selling Tools
JULY 24, 2018
Combine sales reps not having that 360° view of customers with not having proper training, enablement, and coaching with slow response times, and you have a very frustrated customer. Look at all of your sales processes: Territory & quota planning. Sales training and enablement.
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. Given that, why train them? Sales Training.
The Pipeline
DECEMBER 16, 2011
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].
HeavyHitter Sales
AUGUST 12, 2012
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).
Smart Selling Tools
JULY 12, 2018
Territory planning – We help companies understand where the greatest potential for opportunities are. Our training team can also customize a training plan, and we also provide access to our self serve training hub so that customers can learn on demand.
The Pipeline
FEBRUARY 3, 2012
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.
Sales Result
JANUARY 29, 2016
A common mistake made by sales leadership is not including segmentation in their territory planning process and overall sales strategy.
Sales Training Connection
AUGUST 27, 2014
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 Connection
SEPTEMBER 7, 2012
Second, as you move beyond the early adopters to the broad physician population in your territory, what will encourage physicians to switch will not be identical across physicians. Selling to physicians. Sales reps usually get excited when their company launches a new product.
Sales Training Connection
OCTOBER 16, 2013
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 Connection
JUNE 19, 2013
The Sales Executive Council , for example, reported a four-fold difference in top-line territory growth of sales reps under “star sales managers” (top 10%) compared to sales reps under weak sales managers (bottom 10%). Get serious about sales training and development.
The Pipeline
MARCH 18, 2011
Instead of being thought-leaders we’ve become frenetic, selfish territory managers. Sales Training. Territory Alignment. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers.
The Pipeline
AUGUST 8, 2011
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.
Sales Training Connection
JUNE 26, 2013
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.
Customer Centric Selling
OCTOBER 2, 2013
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.
Sales Training Connection
AUGUST 24, 2011
What’s different about what a KAE does vs. a traditional territory sales rep? So what does the sales training community need to think about to train KAEs? First, sales training for KAEs is not just more of the same. So, this is Sales Training 2.0. .
OpenSymmetry
JULY 15, 2015
Coaching and Training. Territory and Quota Management.
The Pipeline
SEPTEMBER 9, 2011
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.
Sales Training Connection
AUGUST 19, 2013
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.
Customer Centric Selling
SEPTEMBER 4, 2013
Sales Training Article: Art or Science? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company In my mind sales is a combination of science and art. After being trained in products/offerings, new hires are assigned quotas and territories.
Steven Rosen
JANUARY 5, 2018
Strategy #4 is have your sales reps develop their own territory business plans. We start with what are your three critical factors for success for your territory and then I look at the customers and say; Where do you think your business is going to come from? Plan to Succeed.
Customer Centric Selling
SEPTEMBER 9, 2013
Sales Training Article: 11 Traits of a High Performing Sales Culture. Revised sales territories. Take a look at the sales training workshops available to you and improve sales performance.
Sales Training Connection
AUGUST 24, 2011
Make sure the sales calls are with different sales reps, in different territories and industries, and at different stages in the sales cycle. . In addition to the suggestions in the Forbes post, a fifth alignment idea, and an easy one to start with, is Sales Training.
The Sales Hunter
APRIL 11, 2018
Early in my career, my territory consisted of 1/3 of the state of Oregon. The size of the territory was bigger than territory in 4 other states I covered driving my company-supplied Buick. Blog Sales Training Sales Training Program sales sales motivation sales teamAre you the lone wolf at your company or are you the first one to sign up to help organize the 3-legged sack race at the company picnic? Sales is emotional and don’t say it’s not.
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