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National Sales Meetings: Should It Include Sales Training?

By Norman Behar

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Conducting sales training at a national sales meeting is a common practice but typically doesn't result in sustainable selling skills improvement. The key reason for this lack of effectiveness is that it's almost impossible to impact behavior change through a standalone training event. 

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6 Traits of an Effective Corporate Sales Training Program

By Norman Behar

In this video, we share the top requirements that some of our clients routinely point to as the key drivers of corporate sales training success.

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Can On-Demand Sales Training Replace Classroom Training?

By Norman Behar

On this Q&A episode: "Can on-demand sales training replace classroom training.

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The Best Question to Ask on a First Sales Meeting

By Norman Behar

On this Q&A episode: "What's the most effective question to ask a prospect on a first meeting?"

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Key Considerations for a Successful Sales Training Partnership

By Norman Behar

On this Q&A episode: "What are some of the key considerations for a successful sales training partnership?"

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Does Sales Training Matter? The Salesperson’s Perspective

By Norman Behar

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One of the most important questions senior sales leaders ask is whether a sales training initiative will really deliver better sales results.  The basis for this question is likely based on the reality that they may have previously invested in training programs with little to show from their investment

At the same time, the global sales training market has grown by nearly $1 billion over the last seven years (now estimated at $2.54 billion annually according to Training Industry) and it would seem irrational for companies to significantly increase their training investment if it wasn't impacting their business.

To get a better sense for what selling skills are most important and how better sales training impacts business results, we conducted a research study with Training Industry to understand the salesperson’s perspective on this topic. 

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How to Embed A Company's Culture in Sales Training

By Norman Behar

A question that often comes up in our conversations with clients: "How do you embed a company's culture in a sales training program?" It's an interesting question because culture is something that's intangible, but we kind of know it when we see it. 

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How to Choose the Best Sales Training Company

By Norman Behar

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Investing in sales training to improve selling skills is one of the wisest decisions any sales manager can make. But what’s the best way to find a sales training company that will get you great results? Here are seven key areas to consider as you evaluate different options.

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The Best Sales Training Techniques to Change Sales Behaviors

By Norman Behar

On this episode, Nisaar Nadiadwala CEO of Maroof Marketing Consultancy asks: Should we include sales training as a complete course instead of a few hour workshop? In this Q&A, we discuss the best sales training approach to change sales behaviors and five key factors that affect the quality of sales training. 

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Six Reasons Why Corporate Sales Training Fails

By Ray Makela

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Organizations in North America spend over $2.2 Billion dollars every year training their sales teams (source: Training Industry, ATD research reports). Unfortunately, many of these initiatives fail to achieve the desired business results.

Over the years we’ve captured many of the recurring themes and lessons learned from numerous prospective clients where their training programs haven’t produced the desired results they intended. Below are some of the common reasons why corporate sales training fails, and more importantly what you can do to mitigate these risks and set your training program up for success.  

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Overcoming Seasoned Sales Reps Resistance to Training

By Ray Makela

On this episode, Muralidhar Rao, CEO, Executive Education, Regenesys Business School, India asks: How do you deal with the attitude of "I already know it all' among seasoned sales people and get them to learn new skills that are vital for dealing with a changing marketplace? Watch this video to learn how to eliminate friction from this common sales training challenge and get seasoned participants engaged in the training.

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Four Key Resources to Maximize Post-Sales Training Effectiveness

By Norman Behar

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The most common concern we hear about sales training initiatives is will the training stick (i.e., will participants apply and adopt the skills they’ve been trained on). This is a valid concern given the overall investment (time, money, travel…) associated with sales training initiatives.

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Why Sales Training Leads to Better Results, and How to Track It

By Ray Makela

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When we ask our clients about why they're embarking on sales training, we often hear that they "haven’t done it in a while", or because the “leadership team said we needed to.” Typically, it is tied to some goal of wanting to increase sales —but who doesn’t want to increase sales? While this is a valid reason, it is often difficult to determine whether the improved sales results are truly attributed to sales training or other factors. Is there a cause and effect, or is it just coincidence? 

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Top Criteria for Sales Training Success

By Norman Behar

On this episode, Rainer Simmoleit, CEO at P4C Consulting asks: What are the top criteria for sales training success. 

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How to Measure Sales Training Effectiveness

By Norman Behar

 

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Successful Virtual Training Tips to Implement on Your Sales Team

By Norman Behar

On this episode, SRG's CEO and Managing Director Norman Behar shares best virtual training tips when considering moving sales training to the virtual classroom.

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The Role of Sales Management in Sales Training

By Norman Behar

On this episode, we talk about the role of sales management in sales training. The question is: To what extent should a sales manager be involved in delivering the training themselves? Is their primary role reinforcement and coaching, or should they be doubling as a trainer? 

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How to Engage and Train an Experienced Salesperson

By Norman Behar

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One of the greatest challenges many sales training initiatives face is that the participants (sales professionals) often feel that they don’t need more sales training. Before addressing this challenge, it is important to understand why they may have this visceral negative (and in some cases well placed) reaction.

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Four Factors for Determining Optimal Sales Training Classroom Size

By Marlaina Capes

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Whenever we start a sales training project, our client inevitably asks, ”How many sales reps should we have in each class?” This is a straightforward question that is unfortunately difficult to answer. The reason is that optimal classroom size for a sales training program depends on numerous factors, so our answer is generally, “It depends.” 

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Why You Need to Become the Chief Training Officer of Your Sales Team

By Ray Makela

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One of the first lessons I was taught as a newly commissioned officer in the Navy was that the division officer (first level manager) was responsible for all the training and certifications of their crew members. This meant that it was my “job” to identify the training plan for my team and work with others to ensure that training was conducted (either formal or informal) to achieve the results. Or to quote my old Division Officer’s Guide“Division Officers are responsible for the individual training, counseling and education of their personnel.”

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Five Components of an Effective Sales Training Program

By Marlaina Capes

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There are many sales training programs to choose from and the investment is not insignificant.

In order to find the best program for your sales team, spend the time evaluating which specific skills your sales reps need.

While most sales training focuses on the sales process, be sure that the skills align with the needs of your reps. Here five components to consider when choosing a sales training program:

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What's the Best Way to Deliver Sales Training Programs?

By Norman Behar

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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).

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6 Key Sales Management Steps to Ensure Sales Training Sticks

By Ray Makela

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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.
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How to Identify an Effective Sales Management Training Program

By Ray Makela

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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.
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How to Train and Engage Millennial Salespeople

By Norman Behar

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One of the biggest challenges senior sales leaders face is how to onboard and train millennial salespeople. This is particularly true for more established organizations who have used traditional classroom-based sales training programs as their primary method for training new hires.

The rapid pace of technology innovation and concerns about adopting new training technologies and methods is driving much of the consternation regarding how to train millennials.

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Study Reveals the Importance of Sales Training

By Norman Behar

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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?”

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Five Sales Training Best Practices from Industry Leaders

By Debbi Conger

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One of the benefits of attending industry trade shows is being able to learn best practices from industry leaders.  For us in the sales training industry, it is always useful to see how clients (i.e., sales organizations) develop and implement sales training programs.

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How to Onboard New Sales People Efficiently

By David Jacoby

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Here is a troubling statistic: the average sales person stays with a company for about two years. Considering all of the costs associated with such turnover – recruiting, sales training, salary, missed sales, lost time, etc. – effectively knowing how to onboard and hire sales people is critical. 

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How to Get Sustainable Behavior Change from Sales Training

By Norman Behar

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What can a sales organization do to maximize its ROI from a sales training initiative? Start by focusing on the following five factors that create sustainable changes in behaviors.

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Why Sales Training Fails (And What You Can Do About It)

By Norman Behar

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According to the American Society of Training and Development, US based companies spend approximately $20 billion a year on sales training. Yet many sales organizations get low ROIs from their sales training initiatives.

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