Foundational Selling Skills
Advanced Selling Skills
When most of us think of great coaches, the picture that frequently comes to mind is that of tough, no nonsense “field generals” – Vince Lombardi, John Wooden, or Joe Torre – screaming at players, officials and opponents.
Here is an all too familiar story: A sales organization needs to fill an open position for a frontline sales manager and decides to promote its brightest, best performing sales professional into this position.
There is an ongoing, evolving debate about the best way to deliver sales training programs. At the center of this debate is the ongoing tension among traditional instructor-led classroom training (ILT), virtual instructor-led training (VILT), and self-paced eLearning (eLearning).
Organizations engage in sales training programs for numerous reasons. Despite best intentions, these programs too often fall short of the mark and fail to deliver the business results that the executive sponsors were originally looking for.
Too often we see sales leaders procure their sales management training program only to find out that it is just a reconfigured version of the sales training curriculum that includes “managers” in the title.
One of the most frustrating aspects of sales coaching is dealing with sales reps who don’t want to be coached. We all have managed these types of sales people before. They get defensive when you provide feedback, deny they have a development need or try to deflect the blame for performance challenges.
Once a company has identified the need for sales training, the next step is to navigate your way through all of the options that are available. There are many companies that offer sales training in addition to other offerings, or specialize in sales training. So how do you find the one that will be right for you? These four guidelines will help.
One of the biggest challenges senior sales leaders face is how to onboard and train millennials. This is particularly true for more established sales organizations who have used traditional classroom-based sales training programs as their primary method for training new sales hires.
People buy from people they like and trust, correct? That’s a given. But when you are making a sales training investment, you need to be more systematic in your selection process than just selecting a company that seems to be “easy to work with.” The following is a list of questions to consider before making an investment in a sales training program:
It is often hard for the sales people to make the transition to sales manager. Part of this challenge is attributable to the inherently different job functions of a salesperson and a sales managers (individual contributor vs. manager of others).
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