January 22, 2015 09:43 AM
Studies show that companies are willing to spend 20 times more to hire a rep than they are to spend to train them once they get there. Onboarding and supporting new hires is critical, and given the role that sales reps play in any organization, it’s certainly not an area to neglect.
From navigating the initial challenges of sales onboarding to planning a schedule to prepare your newest reps, there’s a lot to consider. In this short video series, Liz Couchon, Brainshark Direct...
January 19, 2015 09:05 AM
An organization’s culture can’t be fabricated. The individuals within it, and the values that they choose to embrace, usually help define and mold a culture into what it is. But for true cultural change to occur, the support of top management is critical. And the development of a culture of learning is no exception.
In a recent Forrester Research report, Create a Learning Culture to Jumpstart Employee Development, Claire Schooley writes that many learning efforts today are &ld...
December 22, 2014 10:24 AM
Consumer applications (translation: everyday apps available to the public) are great. Who doesn’t love a good Candy Crush binge or round of restaurant roulette with UrbanSpoon? Now take that same concept—entertainment or information available at the tip of your fingers—and apply it to the workplace.
Enterprise applications (apps that help you do your job) are equally as valuable. In particular, mobile-friendly enterprise apps can be the secret weapon of any B2B organiz...
November 19, 2014 09:38 AM
Sales training plays an important role in any B2B organization. Preparing reps to communicate with prospects and win deals? This is where it all starts.
Given this critical role, the implications of a successful (or unsuccessful) sales training program are far and wide. It’s troublesome, then, that only one-third of sales training professionals recently surveyed actually describe their current sales training methods as effective.
Brainshark’s 2014 State of Sales Training Rep...
October 20, 2014 09:02 AM
By Karl Tiedemann, Partner, Rosetta
This article originally appeared on the PharmaExecBlog.
Managing the pharma sales force has always been challenging. Reps are spread out geographically, often far from corporate offices, preventing them from taking part in the on-site activities and face-to-face interactions that typically foster a connection to the company. In order to help the sales force achieve their primary goal — educating physicians — they require frequent training ...