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Sales Training

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May 24, 2012

Robert Koehler and 1 other person answered this question

How do you determine if a sales enablement organization is achieving success?

Gary, very good question. Thank you for jumping in! I’ve provided a link to some excellent focus conversations on topics related to ‘how do you define sales enablement’.
http://www.focus.com/questions/how-do-you-define-sales-enablement/
http://www.focus.com/questions/where-state-sales-enablement-today/
http://www.focus.com/questions/what-is-a-sales-enablement-manager-is-this-bec...
Regardless of definition my experience has been that it differs in different places but ... more

May 16, 2012

18 people recently signed up for this roundtable

Social Selling in Action: Best Practices from Eloqua's Top Salesperson

May 7, 2012

Dave Kurlan and 6 other people answered this question

Can you get ROI from sales training acquired through RFP?

Hi Soumik,
With all due respect, relying on sales managers and salespeople to take it upon themselves to learn and distribute what they learn is naive. If you have built a culture to do that and it works I applaude you because I haven't seen ... more

Sales Enablement

Sales Management

May 7, 2012

Cale Helmer and 8 other people answered this question

Does sales training really fail?

Hi Norman. Thanks for asking this question.
I think the easiest way to asnwer this is to simply say 'Yes'. But that wouldn't be fair, so let's shift our response and say 'Yes....but......'
It might even be better to ask 'Why' does Sales training fail? ... more

Sales Management

May 1, 2012

Michael A Brown and 4 other people answered this question

What are current best practices you have seen in new hire sales training?

Hi Robert! In our experience, there are four types of sales training, and each has dramatic cost, performance, and results implications. Here’s how to choose …
No training. Cheap, but very expensive. Yet some individual managers, and some entire companies, believe that because they “only ... more

Sales Enablement

March 9, 2012

Cale Helmer and 4 other people answered this question

How many companies cross train their customer service reps with sales?

Good morning Caty.
I'd like to echo Michael's thought mentioned above. It's important for companies to start with recognizing that not every CSR has the ability or desire to sell. They've come into the role with the notion that they will manage customer accounts and ... more

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