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 …

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Sales Compensation Plans Pitfalls and How to Avoid Them

    How effective is your sales compensation plan? Does it help you attract the  people you    need     and are you able to keep your top performers? If you’re not  satisfied with your compensation plan, you may have one or more of the following sales compensation plans pitfalls. As you review each one, think about your own sales  …

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Sales Coaching : When Do You Step In on a Sales Call?

A common problem on coaching calls is the sales manager taking over the sales call or “stepping in”. Sales managers often ask “when is it appropriate to step in?” Some of the most common reasons given for stepping in are: • The salesperson is really in trouble • The salesperson has made a major mistake …

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Sales Management Strategies: Making Sales Calls with Your Reps

In today’s demanding marketplace sales managers must have strategies for increasing sales and developing people. Besides enhancing relationships with customers making calls is the best opportunity to do both. This article outlines strategies for making three different sales calls that will drive sales and develop your people. They are: • Training • Joint • Coaching Each has …

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Increase Sales with Curbside Coaching

To be a successful sales manager and increase sales you must learn how to  effectively perform curbside coaching. Every sales call presents “lessons to be learned”. Salespeople who learn  these lessons best develop their capabilities and improve their performance.  Those who don’t or can’t learn the lessons find themselves doomed to mediocrity  or failure. Your …

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10 Strategies for Increasing Personal Productivity

The Problem In a competitive marketplace, it’s imperative that you stay ahead of the competition.  Doing so means optimizing your personal productivity.  This means staying focused on the activities that produce the results you want. The Solution Here are 10 strategies for increasing your personal productivity. Review your goals regularly to make sure your work …

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