Category : sales-training

5 Ways to Kick-Start Great On-the-Job Sales Training

Is there a more critical function in most companies than enabling sales professionals to excel their jobs? After all, a high-performing sales force is the lifeblood of most organizations including non-profits. Most  businesses realize this already -- but many often allocate sales training resources in the wrong areas. According to Bersin & Associates, 73% of companies believe  their most valuable learning approaches are informal, yet only 30% of resources are focused there.
Try this number on for size: On average, large organizations spend close to $1,000,000 per year on sales training. This is a staggering figure considering that studies show 70% of what sales people learn about how to do their jobs, they learn from informal approaches.

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Learn from the Success of our clients and Switch to E-Learning Solutions

There are plenty of "general" reasons to implement e-learning in your company. For example, you could deliver training to anyone in the world, people can complete training at their own pace, and you can provide a consistent message in your courses. These are just a few ways that you can benefit from e-learning, and there are certainly plenty of others.

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Top Five Tips for Sales Training

Sales is a tough nut to crack — some people seem to get it, while others always lag behind, struggling to keep their numbers up. And teaching it to a newbie? It can feel practically impossible. Worn-out cliches and advice about sizing up the situation, or looking for a way in don't always get you very far.
 
That's why designing a smart, sophisticated, and accessible sales training program is so vital for so many businesses. So here's five of our best pieces of advice about designing that killer sales training initiative:  

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Keep It Real: Strategies for Adding More Authenticity to Your Training

This post by Trina Rimmer first appeared on the Impact Instruction Group blog.  

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What L&D Pros Need to Know About Sales Training

The following post first appeared on Dave Stein's Commentary on Sales Effectiveness blog, and is republished here with permission.

On Monday I attended and presented at ASTD’s (American Society of Training and Development) 2012 International Conference and Exposition. Thanks to Mike Galvin for inviting me to contribute to the Sales Enablement track.

Although I was

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Save Training for Employees Who Truly Need It

Too often, organizations settle for one-size-fits-all training. They simply don't have the time or money to create unique, customized programs for each learner. But the consequence is that they always seem to have a few people in each training session who really don't need to be there.

For instance, if, during your

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Three Questions Every Workplace Trainer Should Ask

Right now I'm working on a new education program for our sales team that I call The Art of Questioning. In it, we'll be reviewing what makes a great question, how to ask one, and how to listen for and assess information based on the answers — and all of it is tailored to our organization's sales process.

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How to Choose the Right Sales Trainer

Selecting the best sales training provider for your company’s needs isn’t easy. In simple terms, it’s a matter of finding the provider at the intersection of a number of critical learning areas. Let’s examine just three of them individually: 

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In Retail, a Compelling Case for More Employee Training

Retail companies have typically responded to the economic recession by cutting staffing and training departments in order to keep prices low. But in an interesting new piece in the New Yorker, James Surowiecki argues that having more and better-trained workers is a smarter strategy for retailers.

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What We Mean When We Say 'Sales Training'

When Shakespeare famously penned, “A rose by any other name would smell as sweet,” it’s clear that he didn’t live in the age of Google searches and brand positioning. Today, he might still have found success as a writer, but his florist business would probably go nowhere.

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