When you invest in sales training for your company’s salespeople, what would you most like to achieve? Your list of goals might include better prospecting skills and an improved ability to secure new business. But what about the customers you’ve already got?...

You have done everything right. You established rapport with the customer, you identified a need for your product, you asked good questions, you made your presentation, you asked for commitment…but instead of a “yes,” you hear a stall: “Let me think about it.”...

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...

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?...

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....

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....

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?...