7 Sales Training Mistakes To Avoid

Companies spend billions of dollars on sales training each year, yet most training fails to have long-term impact. It doesn’t drive the behavior change necessary for true sales performance improvement. The result: billions of dollars wasted on short-term boosts in sales at best. Training can fail right away when it doesn’t go well, or it […]

5 Ways Improve Your Sales Team’s Effectiveness

Despite the saying “everybody sells,” professional salespeople improve with the support of coaching, role-playing, and reinforcement. It’s especially true in large, geographically distributed, and fast-moving teams. For sales managers and team leaders, here are five timely tips. Sales proficiency is typically a learn-by-doing process—notwithstanding the MANY good books and seminars on how to sell. We […]

What Happens When Sales Training Isn’t Reinforced

Without even the slightest prodding from you, every night your sales team goes home and curls up by the fire with their cup of General Foods International Coffee, sets Pandora on the Yianni channel, and reviews their sales training binders over and over again. Right. If you don’t reinforce sales training, make it easy for […]