A Loyalty Force
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How to Transform a Sales Force into a Loyalty Force
Article Featured in Future Pharmaceuticals vol. 3, 2009
Mike Capaldi, Associate Vice President for Sales Training and Leadership Development at sanofi-aventis, interviews Duane Sparks, Chairman and Founder of The Sales Board and creator and author of Action Selling, about the trends related to sales in the pharmaceutical field and how to transform a sales force into a loyalty force.
This article is also available to listen to from our
Sales Training Podcasts page.
90% of All Sales Training Fails
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The Problem & The Solution
Investing in sales training for your sales force seems like a perfectly sensible business practice. It must be a smart thing to do; after all, sales training is estimated to be a billion-dollar industry. But this billion-dollar industry has a failure rate approaching 90%. So why would any company want to waste training dollars and everyone's time doing something that has a one-in-ten chance of producing a significant payback?
Download this article to read about what you can do to get your business in the top 10% that have significant long-term gains from effective sales training.
The Hunter/Farmer Paradigm Is Dead
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How a New Breed of Sales Pros Can Change the Game
So-called experts claim that there are two types of business developers: Farmers and Hunters. You're either one or the other. Consequently, you fit one type of sales position or the other: new account rep or current account rep. If you see anyone heading in the same direction on a topic like this, they are usually all wrong.
This article explains the confusion on the hunter/farmer sales model and what you need to do to make the leap from Hunters and Farmers to 2.0 Sales Pros?
5 Secrets To Record Breaking Sales
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What Top Performers Do That Others Don't
Research shows that salespeople will never reach their full potential without using the right skills within a well-defined sales process. Unfortunately for many salespeople, knowing what selling skills to use and how/when to use them are like elusive secrets that are never exposed ... Until Now!
This sales training article reveals the most common mistakes salespeople commit and how to get your sales force on the road to producing record-breaking sales.
Top Training Method to Achieve Record Breaking Sales
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25 Critical Elements to Effective Learning
If sales management and trainers are to cultivate maximum revenue and profit growth, a healthy adult learning environment must exist whereby salespeople are motivated to learn ...
This sales-training article describes the requirements for an effective adult learning environment and answers the question: "What is the most effective/efficient methodology for training a sales organization?"
Is Your Sales Training Worth The Money?
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If You Can't Measure It, Don't Do It
Most companies have no idea what their sales training is worth. If You Can't Measure It, Don't Do It!
Locked inside every company is an asset that represents its greatest investment opportunity and its best chance to achieve dramatic revenue gains. A dollar invested in this asset can return more than $3 in 90 days and almost $14 in a single year. Find out how one company grew profits by $2.4 million in 90 days.
Price Competition Study
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Escaping the Price Trap!
In today's global economy, salespeople are under pressure like never before to match or beat lower prices from competitors, domestic and foreign. When they do, their sales margins shrink, resulting in lower profits for their companies and lower commission-based earnings for themselves.
This white paper is about effective strategies salespeople can adopt to protect their profits and company margins when faced with the issue of reducing their price to win the sale.
Is Your Sales Force Obsolete?
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Don't Just Train. Train and Certify
Companies send their sales reps to various training programs from time to time, and they pick up some useful techniques. But there is no systematic process - no unifying framework - that allows salespeople to adapt to changing conditions, build upon and refine their skills, and keep getting better at their jobs. They grow just so far, and then they hit a plateau - or slide slowly into obsolescence.
Experience alone will not allow you to avoid the pitfalls. Learn what other companies are doing to maintain a competitive advantage and what you need to do now.
