November 02, 2015 09:12 AM
Continuous learning – or training that takes place beyond initial onboarding or annual sessions – is an important part of a sales rep’s development and preparation. In practice, though, it’s a struggle for many organizations. During a Sales Readiness panel hosted the week of Dreamforce, sales experts were asked to give their thoughts on the topic. Specifically, how much of the responsibility for continuous learning should be on the organization versus the rep?
October 26, 2015 10:31 AM
Sales reps aren’t always as prepared as they think they are…
Check out the short video below to see what I mean, then visit our Brainshark Sales Readiness page to learn more.
October 22, 2015 08:44 AM
While it may seem like an obvious action-item for the onboarding agenda, sales reps aren’t always trained on the customer. Rather, the tendency tends to be to start with the product. Trish Bertuzzi of The Bridge Group comments on the topic: “We bring these people into our organizations and we start talking about US. Our product, our solution, our market. And what we should really be talking about is THEM.”
Our exclusive eBook, 22 Tips for Better Sales Readiness, offers ...
October 20, 2015 08:35 AM
It’s no secret that sales productivity – defined simply as the concept of increasing revenue per rep – presents a major challenge for every organization. It’s not just the laggards that need to find ways of improving the efficiency and effectiveness of their sales forces; even best-in-class companies face these challenges.
The question is – what are these leading companies doing differently?
New research from Forbes Insights, in association with Brainshark, t...
October 15, 2015 10:10 AM
Sometimes an outsider’s perspective is all you need to see things differently—to look at something through a new lens and gain clarity that you wouldn’t have otherwise had. That’s exactly what Daniel Pink is for the sales industry.
In a recent podcast interview with Jill Konrath, Pink divulged that after twenty years writing about business, he realized he had never written about sales. He had, however, spent a lot of time selling—not only books but selling p...