“It is awesome to see the growth in confidence in our sales force after we got everyone crystal clear about our sales process,” says Todd Eber, president of W.A. Roosevelt Co., a wholesaler of electrical and plumbing products based in La Crosse, Wis. Eber is referring to a concept that is stress...

Even a lot of veteran salespeople have never encountered sales training that introduces them to the concept of Commitment Objectives. They’re often astonished when they discover how much money they have been leaving on the table because nobody ever explained it to them. Tiffany Love, manager of sa...