“The main goal of all our sales conversations with customers is to create and build loyalty,” says Ryan Tracy, corporate sales manager for Dakota Supply Group (DSG), a Fargo, North Dakota century-old company that provides products and services in the...
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...
“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. “By...
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. Executives who have been through this before probably saw sales training as a waste of money. But, I have good...
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...
