April 17, 2015
The role of the typical salesperson is changing. Technological advances have created new selling scenarios and created a demand for new sales skills. As sales managers look to hire new representatives, they need to look for these three qualities in job candidates.
April 16, 2015
When prospects go silent, it's easy to think you said or did something wrong during your last conversation with them. In most cases, however, something occurred after you hung up the phone. Here are three things that probably happened.
April 15, 2015
Continual sales training allows sales reps to keep their skills sharp, to achieve personal goals, and to meet corporate goals. The key is to create a sales training program that meets individuals' needs and provides post-training support that helps reps implement what they learn.
April 14, 2015
Quick-fix sales training programs don't work. Your best option is to think of training as an ongoing strategic initiative that provides continuous support, learning, and implementation assistance for the sales force. These six guiding principles will help you achieve that.
April 13, 2015
You can train salespeople how to make a phone call, demonstrate a product, respond to a lead, and make a presentation. But unless they are taught the "why" behind the "how," they will never maximize their potential and develop consistency in their results.
April 10, 2015
Sales professionals need continual training. Doing so ensures their skills remain sharp and that their objectives align with corporate goals. For your sales training program to succeed, make sure it has these three components.
April 9, 2015
Sales training programs have their shortcomings. Usually, though, training efforts are torpedoed by what the salespeople and their managers do after the training ends. To make sure you get the most for your training buck, Michael W. McLaughlin suggests doing three things.
April 8, 2015
On the surface the sales system sounds simple. Each component, however, has challenges. It's through preparation and practice that the steps become easier and become part of a successful routine. These four strategies will set you out on the right path.
April 6, 2015
Sales organizations are constantly looking for ways to accelerate revenues and decrease onboarding time for new hires. There is a simple answer: have a defined playbook that includes systems for hiring, documenting sales processes, and training staff.
April 3, 2015
Without sufficient preparation and analysis, sales will be haphazard. Even if you're consistently making sales, it's possible to get caught up in the rush of it and make a mistake. It's important, therefore, to manage lead generation efforts and prepare for sales meetings.