Sales blog

Subscribe by Email

Your email:

Current Articles | RSS Feed RSS Feed

Questions to Ask Before Choosing a Sales Training Provider

 
choosing a sales training provider resized 600

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:

The Right Way to Onboard New Sales Managers

 
developing sales managers resized 600

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). 

6 Requirements to Running an Effective Sales Training Program

 
sales training requirements resized 600

At Sales Readiness Group, I have the opportunity to speak with current and prospective clients on a daily basis regarding what makes a sales training program effective.

Study Reveals Five Ways Sales Training Can Dramatically Improve Your Bottom Line

 
sales training performance resized 600

Ask any sales training professional and they will tell you that a common question among key sales training stakeholders is “What ROI can we expect from a sales training program?”

Should I Promote My Top Salesperson to Sales Manager? Four Key Questions to Prevent Losing a Top Salesperson and Gaining a Bad Manager

 
questions before promoting top sales rep to sales manager

The transition from Sales Professional to Sales Manager is often a difficult one and a topic that has been discussed in our previous blogs here and here.  Why is it that a large percentage of these promoted stars fail within six months?  Perhaps organizations are promoting reps based on their “performance against quota” and not for the attributes and characteristics that are needed to perform the new job as a manager. 

Three Must-Have Techniques for Building Relationships that Drive Sales

 
building customer rapport resized 600

We all have heard the old sales adage: “People buy from people they like.”  And there is a significant body of social science research that supports this concept.  Why is this?  When you have a strong relationship with a customer, you tend to have more influence with that customer.  That means the customer respects your experience and advice, they are more likely to value your contribution to the decision process, and there is a greater chance of such customer becoming a “long-term” customer.

Four Components of a Strong Customer Value Proposition (w/ Examples)

 
customer value proposition resized 600

We’re all familiar with the term Value Proposition. Most often it is used to describe how your company differentiates itself from the competition.  A good Value Proposition is usually put together by the marketing department and is generic enough to be used in a variety of situations.   

5 Deal Coaching Questions Every Sales Manager Should Ask

 
deal-coaching-questions-to-ask

Deal coaching often gets a bad rap because it frequently devolves into an unstructured discussions with no tangible outcomes or benefit to the salesperson or sales manager.  Salespeople get frustrated and defensive of their “golden opportunities”; and sales managers are frustrated that the salesperson is unable to clearly articulate why certain opportunities are stalling.  This is unfortunate since the upside for effective deal coaching is significant.

Asking IMPACT Questions to Help Buyers Find Value

 
sales-conversation

Being a sales professional in today’s internet savvy, procurement driven, cost conscious environment is extremely challenging.  Research suggests that buyers are more informed and typically are well through their own purchase process before you even connect with them.  So what can a sales professional do in order to be relevant to buyers?  Simple, focus the sales conversation on issues that impact value for the buyer.

Four Tips to Help Your Sales Team Develop The Most Important Selling Skill of All

 
active listening selling skill 1024x512 resized 600

One of my favorite thought provoking questions to ask a Sales Manager is “What do you think is the single most important selling skill for a salesperson?”

All Posts