Sales Training

  
  • Your Leadership Brand: Standing out in the Sales Field

    Your Leadership Brand: Standing out in the Sales Field
    A day-in-the-life of a sales pro is consumed with making calls, generating and nurturing leads, developing and delivering proposals, negotiating offers, and of course closing deals.…
  • The High-Impact Sales Manager

    The High-Impact Sales Manager
    In “The High-Impact Sales Manager,” you’ll learn how to transcend the daily grind and unlock the full potential of your sales team.…
  • Make a Splash by Pushing New Sales Hires into the Deep End

    Make a Splash by Pushing New Sales Hires into the Deep End
    Summer is approaching and new salespeople are anxious to jump in the pool and swim! But will they sink? The best salespeople want to be in the pool already and get working!…
  • Top Challenges for the Sales Industry in 2016

    Top Challenges for the Sales Industry in 2016
    It is never too early or late to evaluate the needs of your sales organization, and make changes where needed in response to emerging trends in the marketplace. Richardson’s 2016 Selling Challenges Study explores areas where the sales industry is struggling most in meeting quotas, and will hopefully give your organization insight into possibilities for…
  • Using Learning Science to Cure Missed Sales Goals

    Using Learning Science to Cure Missed Sales Goals
    It can be frustrating when sales training seems to wear off. You put a lot of effort into a dynamic training program, and just a few weeks down the road, you aren’t seeing new information applied or new skills adopted.…
  • Sales Training: Is Yours a Hole-in-One or in the Weeds?

    Sales Training: Is Yours a Hole-in-One or in the Weeds?
    Sales and learning leaders do not ask themselves, “Should I train my salespeople?” Rather, the question on their mind is, “What type of training should I choose?”…
  • 10 Principles of a Successful Sales Reinforcement Program

    10 Principles of a Successful Sales Reinforcement Program
    Sales reinforcement is a necessary, but frequently overlooked part of any sales development program. The best reinforcement programs provide continuous support, ensure that reps can apply their new skills and knowledge on the job, and use data-driven methodologies to proactively identify gaps and address them.…
  • The 5 Principles of Customer Care

    The 5 Principles of Customer Care
    Customers who rate your company a 5 on a 1 to 5 scale are six times more likely to purchase from you again than those who give you a score of 4.8. Their satisfaction is closely linked to retention: They are the lifeblood of your organization.…
  • 3 Reasons Why Sales Coaching Isn’t Fixing Your Sales Team

    3 Reasons Why Sales Coaching Isn’t Fixing Your Sales Team
    When a salesperson has a bad month, sales managers respond by quickly scheduling a one-on-one meeting to evaluate what happened and why.…
  • Crafting Engaging Sales Training

    Crafting Engaging Sales Training
    Whether a business is selling a product or a service, the company and the employees both benefit from training sessions. The key to successful training is to fully engage participants in the process. If people are bored and the session is uninspiring, everyone will come away from the meeting without having learned anything useful.…
  • What’s Good Customer Service Really About?

    What’s Good Customer Service Really About?
    We know that preventing customers from leaving is just as important as bringing in new ones. In fact, acquiring new customers costs a company six to seven times what it costs to retain existing customers. Download this infographic to explore five specific ways to retain your customers.…
  • The Anatomy of an Effective Sales Coaching Conversation

    The Anatomy of an Effective Sales Coaching Conversation
    Training sales managers to coach is a hot topic—and for good reason. According to the Sales Executive Council, average sales performance is 19 percent higher for teams whose sales managers are deemed effective coaches than for teams whose managers are rated as ineffective.…
  • Why Recruiters Need Sales Training

    Why Recruiters Need Sales Training
    Unless you have an employer brand like Google, Facebook or Amazon, you'll need to get in line to find and locate top talent. The talent war continues to rage on.…
  • Can Game Theory be Applied to Selling?

    Can Game Theory be Applied to Selling?
    Simply stated, game theory is the study of mathematical models. It is mainly used in economics, political science and psychology.…
  • 3 Signs Big Changes from the Top Will Only Have a Small Impact on Sales Force Performance

    3 Signs Big Changes from the Top Will Only Have a Small Impact on Sales Force Performance
    The paradox of many sales transformation initiatives that originate with executive leadership is that they are thorough, justified by a strong business case, and well thought out, but completely unexecutable.…

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