Sales Management | Sales Training | Sales Leadership

It's been quite a year for sales leaders across the country. Before we gaze ahead to 2022, we want to take a quick look back at 2021, and remember how far we've come. We entered the year with so many challenges and opportunities and tried to share with you what we were learning along the way. Here are some of our most-read posts of the year. We hope that implementing some of these strategies and tactics made your sales teams run more smoothly in 2021.

Sales Training | Sales Coaching | Managing Performance

How often do your well-intentioned sales coaching efforts result in direct pushback or a bit of passive resistance?

Sales Training | Managing the Pipeline

Pipeline management is an ongoing challenge for sales managers. While it may seem that a pipeline with more opportunities is better, this isn’t the case if a large percentage of opportunities are stuck. These stalled opportunities lead to a bloated pipeline and create significant challenges for sales managers such as the following:

Sales Training | Virtual Training

Blended learning approaches are certainly not new, but given the challenges over the past 18 months, we are seeing many opportunities to apply these approaches in creative new ways. The pandemic heightened interest in hybrid models (a combination of virtual instructor led, digital, collaborative learning, etc.) that already existed – and provided a testing ground for their effectiveness. With the on-demand and collaborative sales training models we’re now using at SRG, we’re seeing outcomes, participant interaction and satisfaction scores improve for our sales and sales management training programs. But do these benefits hold true for every type of employee training? Specifically, can we effectively onboard new sales reps in a hybrid world – especially when we need them to hit the ground running in an even more challenging selling environment?

Selling Skills | Sales Training

The success of a sales training initiative is based on multiple considerations as noted in my prior blog posts: How to Choose the Best Sales Training Company 4 Key Factors to Create a Sales Training Program That Delivers Results In reflecting on these posts, I quickly realized that not all criteria carry equal weight and that the “X-Factor” that makes for an outstanding training program is the facilitator.

Sales Management | Sales Training

Most companies don’t go through the process of hiring a sales training partner very often. When they do, they’re often looking to be educated about the selection process – or, in a worst-case scenario, influenced toward an ineffective solution by an unscrupulous vendor.