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. It seems that every week we are being told that sales training is not working in a very high percentage of cases – 85-90% was one statistic I read just yesterday. JF Corporation.
Sales Training Connection
SEPTEMBER 13, 2012
Recently Booz & Co published an interesting white paper about this alignment issue – The Adaptive Sales Force. For this blog let’s restrict our discussion to the performance skills of sales people and examine what the “adaptation” requirement means for sales training. Create more innovative training designs.
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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. logically shrink territories. Not all sales people have the same skills.
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?
The Pipeline
NOVEMBER 25, 2011
Finally, and frankly my favourite is the White Paper nominated for Top Sales & Marketing EBook , it is a piece I wrote focused on time called Sales Happen In Time. Sales Training. Territory Alignment. White Paper. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Sales Tool.
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. Territory Alignment. White Paper.
Sales Training Connection
JANUARY 31, 2014
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. Technorati Tags: face-to-face selling , sales best practices , sales call execution , sales strategy , sales training.
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