Tag: sales training

The importance of training in sales

Sales Training vs. Onboarding New Hires

You’ve hired a great new talent and you’re excited for her to hit the road selling. But before she can be productive, she needs to complete her training program. The training was created by the corporate office and is distributed to all sales managers with specific procedures that need to be followed. It consists of

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6 Signs You May Be Ruining a Great Sales Hire

There are many reasons sales people fail.  They fail to prospect, they fail to overcome objections, to ask for the order, to create a sales plan, or connect with buyers.  The list can go on and on.  Turnover is highest in the sales department and it’s easy to blame a departing rep for poor performance. 

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3 Great Ways to Identify Sales Stars

Good post by Bruce Chesebrough in Forbes Magazine on three ways to identify sales stars. As we have written about before (Top Ten Sales Hiring Mistakes) he attributes the majority of sales hiring failures to lack of structure in the interview process, decisions based on gut and poor on-boarding, while suggesting pre-interview testing, a structured

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10 Things You Need to Know About Sales Management (College presentation)

I had the good fortune to be invited to speak to graduating Sales and Marketing Management Classes at Algonquin College this week. Really enjoyed the opportunity to share my experiences and help the students get a head start with some basic tips tricks on Sales Management. Also some great questions from the class on rewards,

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Build A Sales Team Your Customers Love To Buy From

Ran across a good article on building strong sales teams, by Colleen Francis at Engage Selling. Thought I would post here. She argues (and I strongly agree) that there is a direct correlation between customer relationships and success. To build stronger relationships with customers, sales leaders should insist on developing the following traits in their

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80% of companies don't measure ROI on sales training – Dave Stein

Selling Power Interview with Dave Stein discussing approaches to sales training. His company, ES Research, helps sales management and corporate training organizations evaluate, select and implement sales training and productivity improvement programs. Some interesting notes from the interview: US companies spend $4B per year on sales training only 20% of companies measure the effectiveness of

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More on Managing Gen Y Sales Reps

Still a hot topic is how to manage Gen Y members of your sales team (those born after 1981). It is a common frustration I hear when speaking to sales leaders and business owners and we have blogged about it in the past. Managing over the generations I came across a an article by Sales

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