In today’s challenging selling environment, people and resources typically regarded as inside sales are driving a higher proportion of bottom-line sales results. To stay competitive, sales managers must improve training for inside sales representatives.
Read moreWhat really works — and what doesn’t — in corporate sales training? We sat down with Inc.com’s Geoffrey James, author of How to Say it: Business to Business Selling, for his latest insights on the state of the industry. This is the second of two parts. Read the first here.
Read moreWhat really works — and what doesn't — in corporate sales training? We sat down with Inc.com's Geoffrey James, author of How to Say it: Business to Business Selling, for his latest insights on the state of the industry. This is the first of two parts.
Read moreM-learning — mobile learning — is a hot new topic among training professionals, but what, exactly, is it? And who uses it? We know the idea is to tap into the immense power and popularity of smartphones and tablets and to deliver training on-the-go. But, as new as the concept is, most training pros still...
Read moreOn December 7, 2011 ESR delivered a webinar presentation on the state of sales training (download the MP3 or PDF—free registration required). It was an hour full of valuable intelligence and insight for sales training companies and sales trainers in corporate L&D organizations. Here are some of the points I made during the event, but...
Read moreI recently covered an MBA class for a Ph.D colleague of mine. Though the class lesson was to cover global HR, the instructor required that at the beginning of each class, one or two teams of students present an overview of critical concepts from that week’s reading.
Read moreWe’ve been training employees on several new procedures and approaches recently in my workplace. But what’s been bothering me is the question of why some of these practices, which include really sound and important information, make it into our employees’ workdays, and why others don’t.
Read moreI have never been a fan of sales coaches. Yes, sales performance is just about the most important function in any business. Yes, top performing people in any field need a coach. And yes, sales people should constantly improve their skills to stay on top of their sales game. However, my belief is that it's the...
Read moreSales training isn't an out-of-the-box commodity. Effective training requires customization and tweaking to fit the values, goals and ideals of a particular organization. Here's a few ways to cut and fit in the most valuable way for your organization. Republished with permission from Dave Stein.
Read moreFinding out a competing company's strengths and weaknesses can often be accomplished by a little Googling, but a key part of preparing to do battle in the sales world is diagnosing your competition's sales strategies and capabilities. Republished with permission from Dave Stein.
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