Four steps to sales training that supercharges sales effectiveness
According to the Association for Talent Development, $20 billion is spent on sales training in the US alone. With such a large investment, one might expect sales effectiveness to be on the rise, yet it isn’t.
18 Critical Questions CEOs Need to Ask Their Sales Managers
As a CEO or business leader, you need to have regular conversations with your sales managers. This is true regardless of your managers’ skill level.
Building a Dynamic Sales Process
Salespeople love to complain about sales process. It limits their creativity, ties them down to reporting activities, and serves as yet another way for management to judge them. In short, they think, it’s a painful waste of their time.
The Critical Importance of EQ in Sales
Have you ever seen the movie French Kiss, with Meg Ryan and Kevin Kline? One of my wife’s and my favorite lines from that script is this one: “Happy – smile. Sad – frown. Use the corresponding face for the corresponding emotion.” While it’s an entertaining scene in the movie, it might actually be a clarion descriptor of a serious problem for many sales organizations.
Dave Brock on the Most Overlooked Opportunity in Sales Performance
The sales profession is in trouble. The latest CSO Insights report shows that sales effectiveness has declined yet again this past year. Inside many companies, sales teams struggle to meet their quotas, and sales leaders and executives struggle to give their teams the tools, systems, and training they need.
The 3 Most Important Questions about Sales Process
Sales Process is a topic that I have chosen to write about around 25 times over the past 10 years. Lately, we are finally beginning to see some improvements being made in this area.
