April 28, 2015 11:27 amPublished by Michael BoyetteLeave your thoughts
I hosted two Webinars last week. The topic: onboarding new sales reps. The #1 challenge, according to a poll of attendees: Time, time, time. The time issue really came down…
April 21, 2015 10:12 amPublished by Michael BoyetteLeave your thoughts
As sales trainers, we spend a lot of time and effort trying to get sales reps to do the right thing. But sometimes the solution isn’t training, but a tool….
April 14, 2015 11:52 amPublished by Michael BoyetteLeave your thoughts
If there’s one thing you want in a salesperson, its competitiveness. You need reps who get excited by winning. That’s why sales managers like to spark a little friendly competition…
April 7, 2015 11:38 amPublished by Michael BoyetteLeave your thoughts
Recent research from the Aberdeen Group finds that it takes seven months and nearly $30,000 to find and onboard a new salesperson. Whether you’re looking to replace a departing rep…
March 31, 2015 11:24 amPublished by Michael BoyetteLeave your thoughts
Conventional wisdom suggests that salespeople are pretty hard boiled. When it comes to incentives, money talks and everything else walks. Well, it turns out that reps do have a softer…
March 17, 2015 12:13 pmPublished by Michael Boyette1 Comment
Training salespeople is about more than imparting skills and knowledge. It’s also about creating a strong “tribal” culture that salespeople want to belong to.
March 10, 2015 1:06 pmPublished by Michael Boyette2 Comments
I listened to a report on NPR’s Marketplace program that might prompt you to rethink how you’re recruiting salespeople. According to the report, sales is a hot, hot, hot career…
March 3, 2015 2:12 pmPublished by Michael BoyetteLeave your thoughts
Imagine for a moment that your company has decided to pursue a new market for your products — let’s say nuclear engineering. Your salespeople don’t know a neutrino from a…
February 24, 2015 11:47 amPublished by Michael BoyetteLeave your thoughts
Let’s suppose that one of your less-experienced salespeople is struggling with sales discovery. So who’s the best person to teach her how to do it? Is it: Her immediate boss…
February 17, 2015 9:57 amPublished by Michael BoyetteLeave your thoughts
Sales Training, I’d like to introduce you to Strategy. Strategy, meet Training. I know you’ve both been busy, but the two of you should have met a long time ago….
