Sales Training/development

Certification

Sales Training Techniques

Feb. 19, 2011

Norman Roth answered this question

How long do you train your sales reps before setting them lose?

Charlie:
If you are brining in a new untrained rookie take it slow, have them work with all departments to get to know the culture of the company and bridge the varied departments.Train them on product and service and the selling skills and tools they ... more

Sales Reps

What are some qualities I should look for in sales training outsourcing companies?

Feb. 18, 2011

Norman Roth and 3 other people answered this question

Does the sales training company offer to sit down with you, your sales managers and a sampling of your team to gain a complete understanding of your company,competition and your marketplace?
Do they discuss and are they willing to address the specific needs of your ... more

Outsourcing Sales

What Process Do You Have In Place To Train Your Sales Managers?

Feb. 11, 2011

Dave Brock and 2 other people answered this question

David: This is a critical issue. I think too often, we've focused on training our sales people, and neglected the manager--particularly the first line manager. Currently, I think the highest leverage oppportunity within sales training/development is sales manager development.
I think a balanced approach to ... more

What should an what an effective training reinforcement system provide?

Sales Management

Sales Managements Impact

Sales Managers

1 more topic

Feb. 1, 2011

Dave Brock answered this question

Training cannot stand alone, it must be integrated with the overall strategies, priorities, leadership style, coaching, systems, processes, performance maangement and metrics of the organization.
If you have designed your training program to be integrated into these elements, it is "naturally" reinforced.
Too often, we ... more

How do you measure the effectiveness of your sales training?

Training Reinforcement

Jan. 15, 2011

Mark Palmer and 1 other person answered this question

Take a look at http://bit.ly/hCq2m6 It is a process that was developed specifically to measure impact of sales training and other sales effectiveness programs. If you are a SFDC user you will be able to run the process from the link.
Mark - Sales Insights more

When training new reps, what do you tell them is the most important step in the sales process?

Tracking Training

Jan. 3, 2011

Nicholas Kontopoulos and 4 other people answered this question

I think you have all hit the nail on the head as experience has also shown me a real lack of discipline in this respect. However, to be fair to sales, poor qualification is often a symptom of bad sales management practices and pressures placed ... more

Dec. 27, 2010

Tina Gregory and 4 other people answered this question

Can anyone name a good book on corporate sales training?

A very insightful approach on the sales relationship with clients is discussed in a book called "Let's Get Real or Let's Not Play - Transforming the Buyer/Seller Relationship," by Mahan Khalsa and Randy Illig. The premise is intuitive: think of sales as the process of ... more

Sales Training Techniques

What are some tips for improving the level of sales training and coaching for your team?

Dec. 16, 2010

Leanne Hoagland-Smith and 5 other people answered this question

1. Remember that learning is the acquisition of knowledge and performance is the application.
2. Effective sales training includes role playing and opportunities for practice in between sessions.
3. Schedule 5 or 6 1 to 1.5 hour sales training sessions instead of a one day ... more

Dec. 15, 2010

Ryan Alex and 2 other people answered this question

What's an example of some of the best sales training that you have experienced?

3 Things to Discover:
-Make sure the training is practical.
-Ask how in the past they have measured an increase in performance? If they are not measuring an increase in performance then there likely isn't one. This will also help in determining ROI.
-Find out how in their ... more

Dec. 14, 2010

Brian Gilbert and 1 other person answered this question

What are some habbits that you try to get your sales trainees into?

The first move is to expect a certain degree of open-mindedness in the sales trainee. The word "trainee" pretty much denotes someone new to the sales field, so breaking any bad habits or ill-formed expectations is probably not a big concern.
In no particular order -
- ... more

Habbits

Sales Training Techniques

1 more topic

Dec. 10, 2010

Bob Gately and 8 other people answered this question

How do you train a new sales rep that you can see lacks the necessary motivation?

When we hire employees who are motivated by the job and we manage them well motivation is not an issue. more

Dec. 9, 2010

Jeb Brooks and 3 other people answered this question

What are some reputable sales training outsourcing companies?

Kelley:
Thanks so much for the compliment! We hope it will help people make informed decisions.
Happy Selling,
Jeb

Sales Outsourcing