Sales Training

  
  • Why Best-in-Class Sales Training Never Takes a Summer Vacation

    Why Best-in-Class Sales Training Never Takes a Summer Vacation
    The Back to School ads are everywhere and serve as a reminder that there has been a long break in learning for millions of kids in America. While you may have a nostalgic notion of summer camps, swimming and playing in the sun, this traditional school schedule may result in a real learning loss. Research…
  • It’s Not a "Sales Transformation" If It Doesn’t Stick

    It’s Not a "Sales Transformation" If It Doesn’t Stick
    Sales transformation is a daunting task, and with good reason – studies show that about 70 percent of these initiatives, such as the introduction of a new selling methodology for example, fail to achieve their goal. So why do it? Companies undertake these initiatives for any number of reasons, but chief among them is revenue…
  • 6 Signs Telling You it’s Time to Innovate Your Sales Training

    6 Signs Telling You it’s Time to Innovate Your Sales Training
    The importance of a sales training program can hardly be underestimated. Subsequently, a lot is spent on it- more than a billion dollars each year worldwide.…
  • 7 Best Practices in Sales Coaching Across the Workforce

    7 Best Practices in Sales Coaching Across the Workforce
    Sales managers take on the role of coach to help their direct reports improve abilities, set goals, and adopt behaviors that will lead to better short-term results and long-term business outcomes. The process is an interactive one and, in many companies, is ancillary to formal training sessions.…
  • 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.…

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