The sales training industry traditionally is long on bold claims but short on proof. When you come down to it, sales training always has been a "spray and pray" proposition: Spray it on the sales force, then pray that something positive and lasting happens to your company’s ability to sell its goo...

Two decades ago, my company, The Sales Board, formed a development team of software engineers and psychometricians to create a validated instrument that would reliably measure factors pertaining to Action Selling ® training....

Suppose you deliver a sales training program to your sales force. And suppose that in the next quarter, or the next year, your company's sales revenue increases. Well, good, right?...

Suppose you deliver a sales training program to your sales force. And suppose that in the next quarter, or the next year, your company's sales revenue increases. Well, good, right?...

Action Selling ® operates from the research-proven principle that the most effective way to boost a company’s sales performance is to train salespeople in a way that improves five Critical Selling Skills....

"Big data" is a hot topic in the business world these days, but it isn’t a term you hear in connection with sales training....

"So, you think you've figured out how to salvage your TechShare program?" asked Neil, Mike's CEO. TechShare is 'my' program, is it? Mike thought. The Action Selling ® system I introduced doubled our growth rate, so that's 'ours.' TechShare tanked, so it's mine. Why doesn't this surprise me?...

The call on George’s customers ran longer than expected, so Mike and Tony had to rush to make their next appointment on time. They said goodbye to a jubilant George, scheduled a debriefing conference call with him for the next day, and sped off to Bob’s office....

George’s client’s building had a spacious lobby area, its furniture arranged into several conversation pits. As he had promised, George arrived early and staked out a spot for them to meet. It was a perfect setting for their pre-call meeting....

They settled into a quiet booth toward the rear of the restaurant and began to peruse the lunch menu. But Tony was more concerned with Mike’s ominous silence....