April 23, 2009I am sharing this article with you because I believe that Chuck has it right. There is a great deal of leverage in how and where you spend you the limited coaching and development time as a sales leader. Each type of sales person below requires a different time and intensity commitment in your coaching. [...]
Posted in Accountability, Strategy, Training Sales Teams 
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January 15, 2009Put yourself in this scenario: You’ve just been hired as the new sales team leader – vice president of sales with a charge to turn around a stagnant and seemingly unmotivated team smack dab in the middle of the most challenging economic times in the past half century. Yikes!
You’ll need some strategy – and some [...]
Posted in Accountability, Selection, Training Sales Teams, Uncategorized No Comments »
January 1, 2009Sales training for B2B is inherently different than B2C sales training. Selling to a business requires a stronger investigatory approach and an understanding of business operations as well as product performance. B2B sales training can accelerate B2B sales growth by training your sales team in the intricacies of sales organization, business sales relationships, and complex [...]
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January 1, 2009Sales training is an entrepreneurial necessity. If your business is struggling to succeed, sales training can provide you with the skills you need to sell. And sales are what makes your business an economic success.
Entrepreneurs need sales training to carry them during tough economic times. The stronger the sales skills, the higher the chances of [...]
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January 1, 2009Many successful companies have begun using competency models to help them identify the essential skills, knowledge and personal characteristics needed for successful performance in a sales job and to ensure that human resource systems focus on developing them.
A sales competency model describes the particular combination of knowledge, skills, and personal characteristics needed to effectively perform [...]
Posted in On-boarding, Training Sales Teams No Comments »
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