Blog

29
Aug

4 Sales Training Pitfalls & How to Avoid Them

Winning teams are always looking for ways to improve.  For sales organizations, that means investing in sales training and sales coaching programs. Many such companies who have made the switch to training in Customer Aligned Selling and have seen improvements in their results; though some haven’t seen as dramatic an increase in sales as they …

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25
Jul

7 Habits of Valued Advisor Reps

Renowned sales expert Neil Rackham wrote what many still consider to be the definitive guide to sales, SPIN Selling.  First published in 1988, this book was the “sales bible” for two decades. But the author now acknowledges that the original edition of the book is out of date.  Many of the techniques it taught no …

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11
Jul

What’s Wrong with Sales Quotas

   Between 2010 and 2013, the greatest emphasis of sales force change was in the area of compensation and quota setting.  That’s according to Mark Donnolo, founder of The SalesGlobe, a sales consulting group in Atlanta.  During those two years, in over 100 large companies that participated in his research, almost every vice president of …

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27
Jun

Why Your Sales Reps Must Follow the Platinum Rule

We’ve all heard the Golden Rule of Business: “He who has the gold makes the rules.”  That’s especially true in sales!  Your customers have the gold you’re after, so you must play by their rules. To do so, you must also apply the Platinum Rule: “Do unto others as they would have you do to …

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13
Jun

3 Behaviors That Wreck Your Sales Training Initiatives

Many sales managers have become frustrated with sales training programs and have largely given up on pursuing training for their reps.  They have paid thousands of dollars for training in the past and received little or no return on that investment. Unfortunately, instead of trying to find the root causes behind why the training didn’t …

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30
May

Why You Can’t “Manage” Sales – And What You Should Do Instead

  Many organizations unwittingly suffer from a bad habit that greatly diminishes sales performance:  sales managers who spend too much of their time trying to manage a sales rep’s outcomes.  You may ask, “Well, isn’t that a sales manager’s job?” The answer is “no.”  A rep’s outcomes are impossible to manage.  It’s like a football …

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16
May

Frustrated with CRM Utilization and Forecast Inaccuracy?

  As a business owner or VP of Sales, have you been frustrated with your CRM utilization or forecast accuracy?  You are not alone.  Let’s talk about one reason you may not be getting the results you wanted. The advent of Customer Relationship Management software (CRM) has made it possible for sales departments to develop …

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