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The Sales Readiness Blog

Norman Behar

Norman Behar is Chairman and Managing Director of the Sales Readiness Group (SRG). He has over 25 years of senior sales management experience, and is recognized as a thought leader in the sales training industry. His blog posts and whitepapers are frequently featured in leading sales enablement publications including ATD, TrainingIndustry.com, and Selling Power.

Sales Training

One of the most important differentiators for any sales professional is how they sell.  Given the importance of selling skills, it is natural to want to include sales training at an SKO.  The challenge many companies face is that the agendas for SKOs are increasingly tight given the number of competing priorities. As a starting point, it is important to realize that an annual SKO serves multiple purposes including:

Selling Skills

Traditionally the sales professional has been viewed with cynicism based on the perception of self-serving salespeople who are overeager to convince customers to buy the product(s) they are selling. This view is based on a long-standing stereotype of salespeople who speak more than they listen, assume they know what a customer wants or should want, and are hyper-focused on convincing customers to buy from them. 

Sales Training

I’m often asked by prospective clients, “what does good sales training cost?”. Although, the correct and straightforward answer to this question is, “it depends,” I wanted to share the following five key factors that impact sales training costs.

Sales Training

As sales organizations plan their training initiatives for 2020, here are my thoughts on the biggest drivers for success.  

Sales Training

How to maximize a sales training budget is a question that comes up quite often when we talk to clients. In most cases, they're looking at either a new sales training initiative or an annual budget.  When you think about training budgets, here are a few key considerations.

Sales Coaching | Sales Enablement

I recently had the opportunity to co-host a webinar on the Future of Sales Coaching (access recording here) with Jake Miller, Product Marketing Manager, at Allego. As part of the webinar, Jake shared some of Allego’s insights based on a survey Allego conducted of nearly 300 sales reps, managers, and enablement leaders on sales coaching. One key takeaway from this survey (see chart below) is that the #1 “ask” from sales reps was for more skills-based coaching.