Categories for Sales Blog
February 10, 2015 11:49 am
Published by Michael Boyette
The last thing a sales trainer wants is to sound like a broken record. Let me say that again. The last thing a sales trainer wants is to sound like…
February 3, 2015 12:38 pm
Published by Michael Boyette
In a post last week on Forbes.com, Rapid Learning Institute’s CEO Stephen J. Meyer discussed how the Sales Development function is profoundly transforming companies and the sales profession. It’s largely…
January 20, 2015 12:35 pm
Published by Michael Boyette
I’ve yet to meet a sales manager who believes that all of his or her salespeople are the best at what they do. Most can point to a handful of…
January 6, 2015 1:21 pm
Published by Michael Boyette
It’s no wonder that sales training often leaves salespeople reeling. We tell reps: Do this! Do that! If the buyer says x, you say y — unless, of course, the…
December 17, 2014 8:00 am
Published by Michael Boyette
File this one under the category of things everyone knows that happen not to be true: Extroverts make the best salespeople.
December 10, 2014 8:00 am
Published by Michael Boyette
There are two schools of thought when it comes to hiring sales managers: One is that skills are universal and transferable. If you know how to successfully lead and motivate…
November 12, 2014 8:00 am
Published by Michael Boyette
if your organization is part of the 52% who aren’t providing such training, it might explain why all those young folks are looking at you with disappointment and resentment. It’s not because they’re slackers who are hating on The Man and would rather be out skateboarding or shopping online.
November 5, 2014 8:00 am
Published by Michael Boyette
Why is it so tough to develop a salesperson into a good sales manager? There are lots of theories. It’s been said, for example, that great salespeople are too egotistical…
October 29, 2014 8:00 am
Published by Michael Boyette
This cycle of learning-and-doing created a positive feedback loop. Ultimately, learners in were signficantly more likely to judge the content to be valid, and more likely to apply what they’d learned.
October 22, 2014 11:01 am
Published by Michael Boyette
Every salesperson can tell a real-life version of the “It’s the final exam and I forgot to study” nightmare. You arrive at the prospect’s offices for what you think is…
