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

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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

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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 “needs analysis,” you find

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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:  Target Industry  As recently as seven years ago, one of the largest groups of companies consuming

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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. I’ve been fielding a lot of calls lately

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