Sales Training

  
  • Every Sales Team Needs “More Cowbell!”

    Every Sales Team Needs “More Cowbell!”
    Chances are that you've seen the classic Saturday Night Live skit "More Cowbell," starring Will Farrell and Christopher Walken. It's been rated one of the Top 10 best skits of all time on SNL. The skit originally aired on April 8, 2000.…
  • Why Ineffective Onboarding Can Be Costly for Each New Hire

    Why Ineffective Onboarding Can Be Costly for Each New Hire
    Traditional onboarding and classroom style training is expensive and as a result, organizations continually pressure trainers and managers for shorter training schedules.…
  • Six Proven Steps to Successfully Drive Adoption of Your Sales Methodology

    Six Proven Steps to Successfully Drive Adoption of Your Sales Methodology
    According to Deloitte, over $130 billion is spent annually on training programs. Generating top-line revenue means closing deals, so a lot of time and money is invested in sales training. Showing an ROI requires driving adoption at an individual, team and organizational level.…
  • Why Receptivity to Sales Training is Often Lukewarm

    Why Receptivity to Sales Training is Often Lukewarm
    Salespeople and sales managers have been trained and retrained, often on the same topics, because sales leaders frequently look for quick fixes to deeper sales organization problems. Explore three reasons for lukewarm training reception and suggest how the sales training community can improve enthusiasm by linking training directly to outcomes for which sellers are held…
  • Accelerating Sales Hire Ramp-Up Time

    Accelerating Sales Hire Ramp-Up Time
    The ramp-up time for new sales reps is typically six months or longer, and on average, sales reps stay in their positions for fewer than two years.…
  • The Role of Sales Leadership in Driving Change on the Front Line

    The Role of Sales Leadership in Driving Change on the Front Line
    It is common knowledge that front-line sales managers are the key to creating change in the behavior of sales people. It makes perfect sense that changes in sales manager practices lead to desired changes in salesperson practices; however, there are other powerful forces at play which impact this vital interrelationship.…
  • 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.…

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