White Papers

Developing Great Frontline Sales Managers

Four Key Sales Management Abilities

Excerpt

"Managing a sales team is probably the most challenging position in a company, requiring a unique set of skills."

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Maximizing the Effectiveness of Sales Training

Five Factors for Creating Sustainable Sales Skills

Excerpt

"Start by taking a more strategic view of training, one that goes beyond just the delivery of training and focuses on creating sustainable changes in sales behaviors."

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Sales Coaching for Improved
Performance

Turning Sales Managers into Great Coaches

Excerpt

"Teaching managers how to coach produces a high return on training investment, as one trained manager can coach multiple sales representatives and improve their overall performance."

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Accelerate the Ramp-Up Time of New Sales Hires

5 Steps to boost sales productivity and lower turnover.

Excerpt

"The core of an effective onboarding program is comprehensive sales training. Training should be rigorous, motivating, and include a combination of self-study and team activities."

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What is Your Company’s Sales DNA?

Unlocking the genetic code of sustainable sales growth

Excerpt

"Achieving an optimal state of sales readiness will help your sales organization function more effectively by ensuring that you are (i) selling to the right customers, (ii) following the right sales processes, and (iii) maintaining the proper activity levels."

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Virtual Instructor-Led Training

21st Century Training for Your Sales Professionals

Excerpt

"Sales people are now using virtual meeting technology in their day-to-day selling, and this level of familiarity naturally leads to a level of comfort for their own training."

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Sales Effectiveness Series

Optimizing the ROI of Sales Training

Excerpt

"CSO Insights study results demonstrated that the need to invest in sales training is clear to sales executives; as the vast majority of the firms surveyed stated that they provide education programs for their sales teams."

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