Tag - sales training

Developing or Adjusting Your Attitude in Hard Times I have heard many people say “Attitude is everything.” Attitude does determine how one approaches any situation. Attitude is made up of your past experiences and the predominant thoughts in your mind. If our past experiences were negative or always risk averse, our predominant thoughts will have …

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 …

Everyone knows we live in a post-trust era.  The days when people trusted others until they gave them a reason not to are gone.  These days, trust has to be earned. But trust is what advances the sales opportunity.  So how does today’s sales rep build the trust needed to succeed with customers? Value = …

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 But the author now acknowledges that the original edition of the book is out of date.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 …

   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 …

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 …

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 …

  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 …

  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 …

At sales meetings, I like to hand out Double Stuff Oreos and watch people enjoy them. At least half the group wants to know where the milk is!  I enjoy seeing how people eat them.  Some eat them whole, and others pull them apart and eat the cream first.  After they have enjoyed their cookies, …