Sales Training Whitepapers
Helpful Sales Articles and Sales Training Whitepapers For Sales Managers and Sales Forces
The following are some of the available Sales Training Whitepapers that can be searched and reviewed on this website. Register to be able to search our extensive library of Sales Articles and sales training whitepapers. Simply enter a keyword that represents your interest and relevant articles will be listed for your review. Search term examples: Handle Objections, Differentiate, Gain Commitment, Ask Questions, Feature, Benefit, etc.
Sometimes we make things too darn complicated. I’ve always found that even though we may use very sophisticated methods for analyzing a business problem, in the end we find that the solution lies in the basics. That’s exactly what I saw when my company got involved with helping private-equity companies improve their win rates.
Every company wants to grow sales. Unfortunately, when sales training is deployed as a solution, it fails to deliver results 90% of the time. After decades of research, Big Data finally shows us what to do.
If you’re looking for sales training, New Big Data reveals the right approach to designing sales training that produces maximum business results. Are you asking any of these Big Questions?
- What sales skills are proven to create the greatest improvement in sales performance?
- How enormous is the sales skill deficiency that exists within my sales team?
- How can I tell which individuals on my team lack critical sales skills?
- Why is the ultimate solution to embed these selling skills in every customer-contact employee (not just salespeople)?
Sales leadership might be the toughest job in any company. Like any executives, we have more work to do than time to do it. But, in sales, the stakes are incredibly high. Just like people need oxygen to survive, companies need top-line revenue; without the top line, there can’t be a bottom line. What’s more, in sales there is nowhere to hide: What’s more visible than a leader who isn’t hitting sales numbers?
A lot of people in the sales-training industry will tell you that the internet has revolutionized the salesperson’s role in ways that require you to do all sorts of outlandish things. so, what needs to change today about the way your company trains its sales teams?
Lately a lot of people in the sales-training industry have been making some pretty remarkable claims. As a jumping-off point, they usually start with this premise: Because customers now have so much access to information on the internet, the role of the salesperson has changed.
Hard to argue with that one, isn’t it? Things quickly get bizarre, however, because after pointing out so helpfully that the internet exists, these deep thinkers proceed to use the fact of the net’s existence to justify practically any claim that suits their purposes.
Investing in sales training for your sales force seems like a perfectly sensible business practice. It must be a smart thing to do; after all, sales training is estimated to be a billion-dollar industry. But this billion-dollar industry has a failure rate approaching 90%. So why would any company want to waste training dollars and everyone’s time doing something that has a one-in-ten chance of producing a significant payback?
Read this sales article to learn what you can do to get your business in the top 10% that have significant long-term gains from effective sales training.
Experience is a wonderful teacher, but only if you pay attention and draw the right lessons from your experience. It pays to document certain portions of your company’s sales process – and the most successful practices that you and your salespeople have found for generating successful sales relationships. Companies that do this increase their potential to maximize revenue, protect margins, and help their salespeople make more sales.
It is imperative to include six must-have elements in the content of your Best Sales Practices documentation. These elements have been proven to yield high sales success rates. Find out what they are and how to include them.
Most companies have no idea what their sales training is worth. If You Can’t Measure It, Don’t Do It!
Locked inside every company is an asset that represents its greatest investment opportunity and its best chance to achieve dramatic revenue gains. A dollar invested in this asset can return more than $3 in 90 days and almost $14 in a single year. Find out how one company grew profits by $2.4 million in 90 days.
If sales management and trainers are to cultivate maximum revenue and profit growth, a healthy adult learning environment must exist whereby salespeople are motivated to learn …
This sales article describes the requirements for an effective adult learning environment and answers the question: “What is the most effective/efficient methodology for training a sales organization?”
Maybe you walked into your new job to find a sales function that seems downright broken. Maybe every time you turn over a rock you find another ghastly problem. Maybe leading this new sales team is like herding cats. Or, maybe you’re luckier. Your new company isn’t actually dysfunctional.
So where do you place your priorities? What is the single most
important thing you can do right now to begin to make sales revenue grow and ensure that your personal stock goes up, not down?
Discover five great ideas for tapping into your company’s hidden sales potential and how to avoid the pitfalls.
How a New Breed of Sales Pros Can Change the Game
So-called experts claim that there are two types of business developers: Farmers and Hunters. You’re either one or the other. Consequently, you fit one type of sales position or the other: new account rep or current account rep. If you see anyone heading in the same direction on a topic like this, they are usually all wrong. This article explains the confusion on the hunter/farmer sales model and what you need to do to make the leap from Hunters and Farmers to 2.0 Sales Pros? Learn How To: Elevate your team’s performance Create a well-documented, effective sales process Train on the sales skills that have the most impact Transfer skills into consistent field success