Tag: sales training
- One of the outcomes of training and development is knowledge transfer.
- The true outcome of training is competency transfer.
- Competency is something greater than knowledge, and it requires experience and repetition.
- A good deal of onboarding gives sales reps inaccurate ideas about what is most important for their success.
- Better onboarding is the key to a fast start and successful reps.
- Your onboarding should establish what you believe is…
- One of the key responsibilities of a leader is creating a culture of accountability.
- Accountability doesn’t mean that you need to be a micro-manager or a tyrant.
- To create and sustain a culture of accountability, you need to…
- We expect too much of sales training when it comes to providing new skills and competencies.
- Transferring knowledge is part of development, but successfully improving results requires transferring competency, so salespeople can…
There are many reasons sales training fails. These are the reasons I most often come across.
Lack of Leadership: I have walked into room after room full of salespeople because I was hired by management to train them, only to watch executive…Continue Reading
We used to worry about the language we use to have client conversations. Because some salespeople didn’t like scripts, mainly the ones who most need them, the idea of planning to have effective conversations has gone by the wayside. Very few…Continue Reading
I once had a dog that was very energetic. I decided he needed training. The trainer insisted that I attend the training, something that was difficult for me to do at the time.
You cannot have a dog trained for you. There are people who will train…Continue Reading
The next idea is better than the last one. It is more recent; therefore, it is better.
This new strategy could be exactly the thing you need to jumpstart your results. There are books and articles being written about it, and the experts say it is…Continue Reading
I have no idea how many salespeople read sales books. The number that is tossed around is that some number over 90 percent have never read a single sales book. If that’s true, it’s a sad statistic. It also may be an indictment of those of us…Continue Reading