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...
November 17, 2014 09:20 AM
There has been a lot of research and speculation around the impact that Generation Y (also known as the Millennial Generation) has had on the workplace. In short, Millennials have been pinned as demanding—high standards, require a level of flexibility that is amenable to their lifestyle, and need to be spoon-fed the right information at the right time. On a 2013 Time Magazine cover, Millennials are referred to as “lazy entitled narcissists”—the “Me, me, me&rd...
November 13, 2014 09:32 AM
“Welcome to the company! You’re going to spend the next three weeks in a windowless room, being inundated with PowerPoints, while people tell you all sorts of things you ‘absolutely have to know’ before going out to sell.”
Not the best way to greet your newest flock of sales reps.
What makes it even worse? The people you’re subjecting to this are outgoing. You hire them for their ability to interact well with others. And here you are, asking t...
November 06, 2014 09:31 AM
Sales reps are given territories, and in those territories are accounts that they are responsible for. When they plan for the quarter, it’s referred to as account planning. Their goals are set in terms of the companies or accounts that they manage.
But when it comes to the actual conversations they’re having, reps are not standing outside of a physical building yelling at it. Their sales conversations are with actual people. A company doesn’t sign the purchase order;...
November 05, 2014 09:49 AM
Have you ever had a conversation like this after a sales call?
“I think these guys are going to buy!”
“What? Were you in the same meeting I was in?”
“Yes, they said they care about productivity challenges.”
“Yeah – but didn’t you catch what is going on there because of the merger?”
A bit of an exaggeration – but many times in internal debriefs there is a disconnect between what the client...