Category Archives: Sales Training
Sales Skill Development vs. Sales Process Improvement – Which Is Right For Your Business?
If there is one question sales leaders want the answer to it is: What’s the fastest way to improve sales performance? While the answer is unique to each sales organization and their situation, two areas tend to bubble to the top often: For some sales organizations, the fastest way to improve sales performance is by […]
The Science of Learning Sales
The rookie sales rep just lost a big deal to the competition. The sales manager spends three hours of one-on-one sales coaching, covering what went wrong and what to do differently. After this latest crash course on selling, the manager sends the sales rep back into the field. However, the next opportunity is lost due […]
Strategies for Cyber Security Sales Teams
“We need more salespeople for our anticipated growth,” said the CEO of an enterprise cyber security firm. The digital transformation and remote work environments create heightened security concerns among end-users and growth opportunities for providers. Enterprise providers, like Microsoft, Cisco, and Amazon Web Services, are all searching for experienced salespeople with cyber security expertise. Finding […]
Onboarding Salespeople–Are You Doing It Right?
At some point, every top-performing salesperson was a new hire. For most, this means hours or days pouring over the orientation materials needed to be a good employee. Often, however, this has nothing to do with being productive sellers. For that, sales organizations rely on onboarding. This is the lengthy process of developing raw sales […]
Crucial Advice for Sales Professionals: 5 Sales Mistakes to Avoid
All sellers have their tried-and-true practices. These are the things they know work best for them in each sales situation. Maybe, it’s that joke about sales reps and online dating. Or that popular story about nailing the ace and gaining the sale. Unfortunately, many sales reps also make their share of missteps. Worse, many have […]
What You Need to Know Before Becoming a Sales Coach or Sales Trainer
Are you in sales and have your eye on becoming a corporate sales trainer or sales coach? Even though many people view the roles as similar, they are in fact two unique positions. At the basic level, both are about improving sales performance. In this article, we explore both roles in detail, how much they […]
In-House or Outsourced Sales Training?
When considering in-house or outsourced sales training, the question is not, “which method is better?” The better question is, “which method is right for your company’s current circumstances?” This question requires leadership to determine which sales problem they are trying to solve. Not every company is a good fit for partnering with a sales training […]
The Insider’s Guide to a Sales Talent Audit
With the NBA season and draft complete, free agency is in full swing. Though there are no games, fans stay busy tracking contracts and trades. While not as exciting, it gets intense. Who’s a good fit? How does chemistry change? What are a team’s odds of improved performance and a title? As basketball is an […]
Sales Call Planning Should Never Stop
Salespeople make sales calls. It’s so simple as to be second nature and thus easy to overlook. But the best sellers know each sales call is an opportunity. After all, every closed deal starts with an initial call, but that puts the cart before the horse. For most sellers, sales is a process-oriented profession. Each […]