Categories for Sales Blog
May 7, 2014 8:00 am
Published by Michael Boyette
There are lots of good reasons to hire inexperienced salespeople. They’re energetic, eager to learn and happy to be working. The problem, of course, is that they don’t know anything, and somebody has to train them. So who’s it gonna be?
Read on for the surprising answer.
April 30, 2014 8:00 am
Published by Michael Boyette
If you’re creating sales training for short-attention-span learners, it’s going to look very different from traditional training programs. It won’t be linear, logical and complete. Read on to learn the best way to train salespeople with A.D.D.
April 16, 2014 8:00 am
Published by Michael Boyette
Conventional wisdom suggests that salespeople tend to be know-it-alls who resist training and coaching. Survey results suggest the opposite — that most salespeople feel a little insecure about their skill levels and are eager to improve them. Read on to find out where salespeople need the most help.
April 9, 2014 8:00 am
Published by Michael Boyette
There are lots of studies suggesting that people learn more when training is delivered in a series of small doses rather than all at once. But most of those studies…
April 1, 2014 11:31 am
Published by Michael Boyette
As every sales manager and rep knows, it’s hard to find time for training during a busy sales day. But our product-development experts have found a way to deliver training without taking away from selling time — by zeroing on in formerly unproductive time during the workday.
Read on to learn more about this breakthrough technology
March 19, 2014 9:00 am
Published by Michael Boyette
Salespeople hate getting performance appraisals. You can ask anybody. One researcher did ask. Not anybody, but actual salespeople. And the answer he got was surprising. Read on to learn how a well-crafted appraisal can actually increase job satisfaction.
February 19, 2014 9:30 am
Published by Michael Boyette
When you aggregate data across a bunch of companies, there’s powerful evidence that sales training leads to more sales — if it’s done the right way. Read on to learn the key elements of effective sales training.
February 5, 2014 9:30 am
Published by Michael Boyette
Organizations that establish formal processes to define training goals, turn those goals into actionable items and assess the outcomes are seeing a return on their investment in training.
January 30, 2014 9:00 am
Published by Michael Boyette
(A guest post by Henry Schuck, CEO of DiscoverOrg, based in Seattle.) As the Seahawks get ready for the big game on Sunday, I noticed some interesting parallels between what top NFL coaches like Pete Carroll and highly successful sales executives do to ensure victory. Carroll follows a disciplined regimen that keys on the fundamentals: Practice; watch tape; coach the squads; adjust; fire up the team; go out and win.
January 29, 2014 8:30 am
Published by Michael Boyette
Sustainment seems to be THE critical difference between an effective and ineffective sales-training program. The bad news is that even in the best companies, follow-up gets the short end of the stick. The survey found that the bulk of investment goes to delivery — the training event itself. Next is planning. Follow up is a distant third.
