One of the most difficult parts of a salesperson’s job is dealing with purchasing departments.  Whether you are a new salesperson or a seasoned veteran, you likely will agree that dealing with a purchasing department can create a tremendous amount of stress for a salesperson.  Unless you are truly unprepared, there’s no reason for anyone [...]

Posted in Strategy, Training Sales Teams No Comments »

I 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 No Comments »

First impression is the last impression. It is a saying often quoted in our daily life. Many people don’t believe in it while others have strong belief in it. First impression, if good, can leave a good image in someone’s mind. A good impression is in fact open doors of opportunities for you to meet [...]

Posted in Training Sales Teams 1 Comment »

Put 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 [...]

Posted in Accountability, Selection, Training Sales Teams No Comments »

Author: Ben Franklin As any company grows, there’s a need to build up the different departments in the organizational chart. You need these various functions to get more specialized, more organized and focused. One of the main areas that you will need to concentrate on for your business to grow even more is sales. You [...]

Posted in Accountability, Coaching, Leadership, Selection, Training Sales Teams No Comments »

Julian Blee – Voice Inflection Voice inflection is an imperative part of the telesales process. So much so that a large percentage of sales people destroy their telephone presentation before it has even had a chance to begin by utilising the wrong type of voice inflection. A vast majority of sales people are not even [...]

Posted in Training Sales Teams 1 Comment »

I joined a Toastmasters club seven years ago hoping to improving my public speaking skills. At the time, I didn’t really consider whether it would enhance my sales career, but it definitely has. As I was leaving my weekly Toastmasters meeting last Monday, I found myself thinking about how Toastmasters training is complementary to a [...]

Posted in Training Sales Teams No Comments »

Sales 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 [...]

Posted in Training Sales Teams No Comments »

Sales 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 [...]

Posted in Training Sales Teams No Comments »

Many 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 [...]

Posted in On-boarding, Training Sales Teams No Comments »