White Papers

Sales-Management-Whitepaper-Front-Cover

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-Effectsof-Sales-Training

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_-_Front_Cover

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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Guide-Cover-Sales-Coaching-Guide-for-Sales-Managers

High Impact Sales Coaching

Sales Coaching Guide for Sales Managers

Excerpt

The High Impact Sales Coaching Guide provides expert advice on essential sales coaching skills to help sales managers effectively empower their teams to reach their highest potential.

    

Transforming-Sales-Training

Transforming Sales Training 

Addressing the Needs and Learning Styles of a Distributed Sales Organization. 

Excerpt

"A North American food product distributor recognized that they had to transform their sales training to meet the needs of 1,400 new sales reps they were hiring each year."

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CSO SRG white paper

The Business Case for Sales Training

Excerpt

“…Sales organizations that have implemented sales skills training programs that ‘Exceed Expectations’ enjoy a higher percentage of sales people achieving quota, higher percentage of deals won, and lower sales rep turnover.”

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Seleting a Sales Training Provider

Questions to consider to find the right sales training partner

Excerpt

"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."

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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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