How Sales Training Can Be a Secret Sauce for High Performance

Of all the salespeople you know, how many are gifted stars? How many are simply in the wrong line of work? How many fall somewhere between those extremes? Years of observation suggest to me that roughly 10 percent of salespeople are gifted, natural high-performers. At...

Sales Training in Action: Why Organization Matters

Natasha Kraushaar, a crop insurance specialist for agricultural lender 1st Farm Credit Services of Normal, Ill., was so impressed by her recent experience at a sales training program that she couldn’t wait to tell a friend. An abridgement of her email follows....

Make Influencers Your Best Friends

It would be funny if it weren’t so tragic: By going over, around, or through a middle manager or two, maybe alienating them in the process, a salesperson gets in to see the ultimate decision-maker (UDM). This is like finding the Holy Grail, the salesperson...

Sales Training in Action: First, Sell Yourself

When you hear about some company landing a monster deal, how often do you wonder who the sales rep was? G.B. Rand, a senior rep in the wholesale division of Thomas Petroleum, is your guy. Rand attended his first sales training program based on the Action Selling...