From Missteps to Mastery: Refining Your Sales Training and Development Approach
In the competitive business realm, sales training and development are far more than simple buzzwords. They represent a critical investment in the most important asset of your organization – your team....
View ArticleAccountability is not a 4 Letter Word When Fixing Sales Problems
Are your salespeople accountable? When I ask you that question what is the first thing, first emotion, you feel? Why do you think that is? Did less than 60% of your salespeople hit or exceed their...
View ArticleIncrease Sales: Fix Broken Windows in How Your Team Sells
Is your sales team prepared to win and achieve their sales goals today? Do your salespeople consistently exhibit the discipline to drive profitable sales growth? Do your salespeople clearly...
View ArticleSell More: Become a Modern Seller
Are your salespeople seen as “just another rep” or a strategic partner who brings insights and delivers value? Are your salespeople focused on finding unresolved problems with their accounts or...
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What Karate Taught Me About Making Sales Training Stick
In my last post I shared how doing customer voice research can help identify needed sales training for your team. Training salespeople is over a $ 3 billion business. However studies show 80%-90%...
View ArticleThe End Of The Greatest Show On Earth and What We Can Learn About Training
Understanding the voice of your customer and voice of your markets is critical to hitting your sales and profit objectives today. With all the changes and shifts occurring at a much faster pace...
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Are Your Salespeople Calling on “Power” or “Parrots”?
There are many “gate keepers” we must often pass through to close a sale. With technology today we have buyers who hide behind voice mail and email and send out RFP’s and we have little or no...
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Dispel 5 Myths about Fixing Sales Today and Insure Strong Future Sales
Over the last few weeks I have been discussing common myths business owners and leaders believe to be true about the fixing sales problems and how to immunize future sales performance. I recently...
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“Protecting the Fort” and the Failure to Achieve Sales Goals
by Mark Allen Roberts When asked to help under performing sales teams, I always start by understanding the problem to be solved then working with their sales people in the market. One common role...
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Are Your “Salespeople Hunting Elephants With a BB Gun?” Answer 10 questions…
Are Your “Salespeople Hunting Elephants With a BB Gun?” Answer 10 questions… As I have shared in prior posts, salespeople are like water; they find and take the path of least resistance. Having carried...
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“Product Training” is not “Sales Training“
It’s that time of year again… Salespeople are scrabbling to achieve their year end objectives while their accounts have slipped into a post thanksgiving day comma. Next year territory goals are...
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