Categories for Sales Blog
July 23, 2014 8:00 am
Published by Michael Boyette
In last week’s post, I related the unfortunate tale of an organization that was really good at transferring bad information into the heads of salespeople. This week, I’d like to…
July 16, 2014 8:00 am
Published by Michael Boyette
The Holy Grail of sales training — indeed, any kind of training — is what learning professionals call “training transfer”: Did the learner actually apply the knowledge and skills that…
July 9, 2014 2:14 pm
Published by Michael Boyette
Sales trainers may be taking too narrow a view of their value to their organizations. Read on to learn why.
July 2, 2014 8:00 am
Published by Michael Boyette
Can you count on salespeople to educate themselves? Or do you have to force them to take their medicine? Read on for some surprising research findings.
June 25, 2014 8:00 am
Published by Michael Boyette
Research suggests that salespeople who are trained to think strategically sell more. Read on to learn more…
June 18, 2014 8:00 am
Published by Michael Boyette
Professional poker player Annie Duke suggests a reason why salespeople and others make bad decisions: They worry too much about winning and losing. Read on to discover what you can learn from top poker players.
June 11, 2014 8:00 am
Published by Michael Boyette
When you need to convince skeptical salespeople that their old ways need to change, there’s one approach that works best. Read on to learn how neuroscience can make you a more effective sales coach.
June 4, 2014 8:00 am
Published by Michael Boyette
Lost sales are usually blamed on price, product or politics. A new report suggests that the real problem is with sales skills. Read on to learn how to train your troops to win.
May 28, 2014 1:09 pm
Published by Michael Boyette
New grads coming into the workforce are expecting something more from employers. If you’re recruiting new sales talent, read on to learn why that’s good news for you.
May 14, 2014 8:00 am
Published by Michael Boyette
GE insists on one thing above all: measurable results. So I was a little worried when two GE training execs admitted that they don’t even try to show that sales training has a measurable impact on business results. Read on to learn why they still have their jobs.
