Where Is the ROI in Your Sales Training?

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...

How to Turn a Stall Into a Sale

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...

Who is the Best Sales Trainer? You Are.

I feel so strongly about this issue that I recently wrote a white paper titled “The New Role that Drives Sales Leader Value”. It is available on the Action Selling web site (see link below). This new role involves the training and development of your sales...

Sales Skills Subpar in the Fortune 500

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...

How Do Technology Salespeople Stack Up

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. After all, it wasn’t as if we could tie training directly to...
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