If you’re an Action Selling ® Certified salesperson, you’ve already stepped on the accelerator to move deals forward faster. If you’re average, you’ve seen a 25% reduction in sales cycle time once Action Selling ® has been implemented into your sales cycle process. But what if there ...

If you’re wondering whether your sales force is “good,” basing your measure on quota attainment alone is probably not the best way to look at the issue. In fact, quota attainment just raises more questions: Is the revenue you’re getting the right revenue? Are your salespeople selling the rig...

"If you want to get top management's blessing to continue training sales reps, you'd better deliver an ROI," says Tyler Benson, sales training manager for CHS Inc., a Minnesota-based Fortune 100 agribusiness and energy company....

How can you prove to skeptical management that sales training works? It's one of the oldest questions in the industry, and it's not a simple one....

Tyler Benson is the sales training manager for CHS Inc., a Minnesota-based Fortune 100 company owned by stockholders including agricultural cooperatives, farmers, ranchers, and others. CHS sells many products that are extremely hard to differentiate. One example is propane....

I keep hearing that making sales today is more difficult than in the past. The trouble is, I've heard the same thing for 30 years. One of the first questions I ask salespeople at the beginning of any training session is: "Would you say that selling is more challenging now than in the past?"...

CHS Inc. is a Minnesota-based Fortune 100 business owned by agricultural cooperatives, farmers, ranchers, and other stockholders. Tyler Benson, CHS sales training manager, says that training in the Action Selling ® system has kept the company's energy division on an even keel through some rough ...

Nine out of 10 salespeople can't cope effectively with stalls and objections. Since every salesperson confronts stalls and objections pretty often, you could call that a major fail....

Companies that introduce Action Selling ® to their salespeople—or Action Selling ® CRP to their customer relationship professionals—find it remarkable that so many customer stalls and objections turn into non-problems....

Nine out of 10 salespeople can't cope effectively with stalls and objections. Since every salesperson confronts stalls and objections pretty often, you could call that a major fail....