All Entries in the "Sales Management" Category

A Business Case Built to Last: The GREAT Pyramid of Training

Building a Business Case: Your Final Answer.

Building a business case is a sales competency of the ASTD World Class Sales Competency Model. Designing a business case can be a useful management tool that is pivotal to an organization’s success. It is used in supporting the overall planning and decision making for both operational and financial decision making that surrounds company products, services and solutions. 

Wanted: Engaged Trainers and Sales Managers! Apply Now!

SETTING EXPECTATIONS – A Sales Training Drivers Foundational Competency

Setting expectations for your training class is a reflection of your expectations from upper level executive management. The Trainer is expected to deliver a training program that delivers business results. Executives want to show the impact of your training in their financial statements in the form of increased revenue and employee productivity! (Hint: this is the key to obtaining that increase in your training budget!)

Setting expectations is your most important organizational development responsibility when training a set of sales employees. This is very important!! READ ON!!

More support for provocative selling

HBR’s article on provocative selling made a big splash earlier this year — multiple executives we know picked up on it and shared it widely with their colleagues.  This article provides a quick overview.

Sales Enablement

How do You Enable the Sales Team?

Millions of Internet pages are dedicated to the subject of sales coaching and sales training. Have you conducted an Internet search for it lately?

With all that content available, it’s amazing that sales team have any trouble hitting their performance goals.  Have you ever thought about it from a salesperson’s shoes? Think about it: there are many different resources available for salespeople in how to close, how to manage time, how to ask questions, how to manage a territory, and how to stay motivated.

Sales Training Management Dilemmas

Sales Training Management Dilemmas

Do you really know your sales organization?

Most people don’t realize that the sales culture created in the organization is actually built upon bits and pieces of the sales profession. By that I mean, each person that has had a critical decision to make has uniquely crafted the sales organization…