Category Archives: General Posts

Creating value – top sales managers share 5 ideas for new sales reps

What would you tell new sales reps about how they can learn to provide superior value to their customers? Here are 5 ideas from top sales managers. Continue reading

Posted in General Posts, New Hire Sales Training, Sales Best Practices, Sales Training, Uncategorized | Tagged , , , ,

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Eleven questions for sales coaches

A key to successful sales coaching is helping people to learn vs. telling them. This blog post highlights 11 questions sales managers can ask when coaching sales reps. Continue reading

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Interested in channel sales?

The Sales Training Connection shares a research study on success factors in channel sales by the Aberdeen Group. Continue reading

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Sales and marketing – at odds?

Steven Martin recently posted an interesting blog on HBR about the interface, or lack of, between Sales and Marketing – Why Sales and Marketing are at Odds – or Even War.

The article rightly makes the point that sales and marketing are like two trains in the night just passing by each other. Steve goes on to provide four worthwhile suggestions as to how that problem might be corrected.

As we recently noted in our blog: Great New Product Launches – An Opportunity in Waiting, this lack of an effective working relationship between Sales and Marketing is particularly telling when it comes to launching new products.
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Posted in General Posts, New Product Launch, New Product Launch Training, Sales Trainers, Uncategorized | Tagged , , , ,

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Sales coaching strategy – another perspective

Brian Lambert recently posted an interesting blog on sales coaching: Sales Coaching Strategy – Make Sure You Focus on Definitions. In the blog, Point 1 – define a strategy for your sales coaching program was particularly noteworthy – a comment or two about that point.

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Medical device sales – physicians suggest four ways for sales reps to build credibility

When asked what their top concerns are about selling medical devices, interacting one-on-one with physicians usually tops the list. And it’s very understandable. No matter how much clinical training they receive, interacting one-on-one with a physician terrifies most new sales people. Horror stories become folklore within companies, at hospitals, and in physician practices about medical device sales people who have made an initial misstep. Avoiding the misstep is a key to building credibility. Continue reading

Posted in General Posts, Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Sales Best Practices, Sales Training Best Practices, Sales Training Design | Tagged , , , , , , , , , , , , ,

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Ten laws for successful sales teams

Selling in teams does not guarantee success. As a matter of fact, sales teams are frequently misused and ineffective. On the other hand, some organizations have cracked the code and consistently use them successfully.

Let’s take a look at the ten laws behind successful sales teams.

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Posted in General Posts, Sales Best Practices, Team Selling, Uncategorized | Tagged , , , ,

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Building a world-class sales team? – podcast

Why is world-class sales performance important in the first place? Well, in today’s competitive marketplace everyone is looking for a competitive advantage that will sustain over time. And, because of a number of converging factors, like global competition and improved manufacturing technologies, it is becoming increasingly difficult to maintain a sustainable competitive advantage by traditional means. Companies must consider this idea when crafting today’s sales training programs.

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Posted in Business Acumen, General Posts, Sales Best Practices, Sales Strategy, Sales Training, Sales Training Best Practices | Tagged , , , , , ,

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“Senior Personitis” – a sometime challenge with senior sales reps

In some companies it may set in early – after five years; far later in others. In some corporate cultures, fortunately, the “disease” is diagnosed before coming into full bloom. While it may manifest in many ways, one of the most noticeable is sales people “doing little more than playing concierge to their accounts.” This article looks at one way a company can address this issue.
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Posted in General Posts, Medical Device Sales Training, Sales Best Practices, Sales Call Execution, Sales Management Coaching, Sales Training, Uncategorized | Tagged , , , , , , , ,

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Practice + feedback – an algorithm that changes sales performance

We’ve all heard that “practice makes perfect”. But is that true? In reality, “practice + feedback makes perfect”. We just posted an article on trainingindustry.com about this: Changing Sales Performance: Practice Doesn’t Mean Perfect. Continue reading

Posted in General Posts, Sales Trainers, Sales Training, Sales Training Best Practices, Sales Training Design | Tagged , , , , , , , ,

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