Conducting Question and Answer Sessions

conducting successful Q & A sessions

Many presentations and meetings are not complete without a question and answer session.  Questions and answers help involve people in the program and establish a feedback link between you and the group.  When done effectively these discussions are fruitful and productive. When mishandles they often unravel into meaningless and unfocused debates and unproductive side conversations. …

Read moreConducting Question and Answer Sessions

Sales Training Guidelines

sales training guidelines

If you want to increase the effectiveness of your sales training use these simple but powerful guidelines. Managers who view training sessions as merely a series of skill and product training exercises will fall short of providing a well-rounded training experience.  Salespeople also need feedback on how they’re doing, measures of adequate and maximum performance, …

Read moreSales Training Guidelines

Sales Training:Six Tips for Success

sales training

Will your next sales training event get rave reviews or be panned by a group of disappointed salespeople? Delivering successful sales training requires careful planning and preparation.The six tips described below will help make sure that you cover all the bases needed to succeed. 1. Assess Needs The key to successful sales training is not …

Read moreSales Training:Six Tips for Success

Sales Training Presentations that Inspire, Engage and Motivate

sales training presentaions

Making effective sales training presentations is an essential skill for trainers and sales managers. Do your presentations engage, inspire and inform or just put the audience asleep? Sales training presentations are usually designed to educate or inform salespeople. Although the content is important it’s your delivery that makes the difference. If you want your presentations …

Read moreSales Training Presentations that Inspire, Engage and Motivate

Why Sales Training Fails

phil faris associates

Many sales executive wonder why sales training fails to get results. Unfortunately, many sales managers and trainers spend time  and effort doing sales training that never deliver bottom line results. We’ll explore  the twelve most common reasons why sales training fails and what to do to avoid  them. The twelve reasons are: 1. No support. …

Read moreWhy Sales Training Fails

Sales Training for Improving Sales Performance

improving sales performance

Improving sales performance is an ongoing challenge for sales executives and business owners. One tool available for accomplishing this goal is sales training. Sales training is an option if you need to change salespeople’s behavior or improve their skills. Ultimately, sales training must produce good performance to be worth the time and resources it takes …

Read moreSales Training for Improving Sales Performance

Why Mistakes are Essential in Training Salespeople

As a trainer, you help your salespeople identify and work on skills that need strengthening.  You set up training programs because it is your responsibility to provide opportunities where salespeople try new behaviors and feel comfortable to fail.  That is, you encourage salespeople explore new techniques and skills in a neutral setting where mistakes are …

Read moreWhy Mistakes are Essential in Training Salespeople