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the Sales Board
Selling Skills

Who is the Best Sales Trainer? You Are.

Posted on November 9, 2018 By The Sales Board - Action Selling
Sales training always has been a critical job responsibility for every sales leader. But in today’s selling environment, it is no longer enough just to be responsible for seeing to it that the sales force receives some training. If sales leaders want to be successful, it is now critically importan...
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Selling Skills

Sales Skills Subpar in the Fortune 500

Posted on November 2, 2018 By The Sales Board - Action Selling
How can you know if a sales training program actually delivers on its promise of improvements in skills and knowledge? And how can you know that trained salespeople are actually using their new skills to generate new revenue and other measurable evidence of better performance?...
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Selling Skills

How Do Technology Salespeople Stack Up

Posted on October 26, 2018 By The Sales Board - Action Selling
Sales training traditionally has been a "spray and pray" undertaking: You sprayed on some training and prayed that your salespeople put it to use in ways that benefited the company....
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Selling Skills

Sales Training Delivers Wins for Professional Services

Posted on October 18, 2018 By The Sales Board - Action Selling
As I have explained in previous editions of eCoach, my company, The Sales Board, has been using a validated instrument to reliably measure factors pertaining to Action Selling training since 1995....
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Selling Skills

How Do You Know Your Sales Training Works? (Part 6)

Posted on October 8, 2018 By The Sales Board - Action Selling
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...
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Selling Skills

How Do You Know Your Sales Training Works? (Part 5)

Posted on October 5, 2018 By The Sales Board - Action Selling
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....
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Selling Skills

How Do You Know Your Sales Training Works? (Part 4)

Posted on September 24, 2018 By The Sales Board - Action Selling
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?...
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Selling Skills

How Do You Know Your Sales Training Works? (Part 3)

Posted on September 19, 2018 By The Sales Board - Action Selling
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?...
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Selling Skills

How Do You Know Your Sales Training Works? (Part 2)

Posted on September 13, 2018 By The Sales Board - Action Selling
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....
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Selling Skills

How Do You Know Your Sales Training Works? (Part 1)

Posted on August 29, 2018 By The Sales Board - Action Selling
"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....
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