Category Archives: Sales Simulations

Sales training lessons from MTV – happy 30th birthday!

Happy 30th birthday MTV! Who would have thought that one of the unintended outcomes of MTV would be forcing us to re-examine the way in which we design, develop, and deliver sales training. Sales training programs need to be “sticky” allowing participants to make mistakes, receive feedback, identify alternative approaches, and then try again. And they want all this immediately! Two types of sales training that are most effective are games and sales simulations. Continue reading

Posted in Sales Simulations, Sales Training, Sales Training Best Practices | Tagged , , , , ,

Leave a comment

Sales simulations – another look at its benefits

A growing number of companies are using an array of new approaches and technologies to create and test strategies. In doing so, they can more quickly create a strategic advantage by leveraging the superior “economics of experimentation.” They generate, test, and replicate a greater number of innovative ideas quicker, at lower cost, and risk than their rivals by employing simulation methodology.
Continue reading

Posted in Sales Best Practices, Sales Management Coaching, Sales Simulations, Sales Training, Sales Training Design | Tagged , , , , , ,

1 Comment

The millennials are coming – what are the implications for sales training?

We can complain about Millennials and reject them … or we can connect and capitalize on their talents. This means that sales training programs need to be designed that are very interactive, fast moving, and encourage Millennial sales reps to learn from others. Continue reading

Posted in Sales Simulations, Sales Training, Sales Training Best Practices, Sales Training Design, Uncategorized | Tagged , , , , , , ,

4 Comments

Exploring the merits of sales simulations – video

Some time ago a group of us were discussing the relative effectiveness of sales simulations and whether or not they are underutilized as a training methodology.  The conversation lasted much longer than we had initially imagined since we wandered off … Continue reading

Posted in Sales Simulations, Sales Training Design, Uncategorized | Tagged , , , , ,

2 Comments

Pre-call planning – a missing ingredient

Pre-call planning is critical to sales success – but one missing ingredient in pre-call planning is planning multiple advances. Sales people need to be prepared if the call doesn’t go as well as planned, to close the call with something else that moves the sale along. On the other hand, if the call goes better than anticipated, the sales rep should have thought about a more aggressive advance to close the call – or leave a missed opportunity behind. Continue reading

Posted in Sales Best Practices, Sales Call Execution, Sales Simulations, Sales Training | Tagged , , , , , , , , ,

1 Comment

Is it a good idea to use a sales simulation?

Sales simulations are a very effective sales training tool companies for building a superior sales team. With sales simulations, companies can align sales training with business goals, reduce the length of time it takes for sales people to master the knowledge and skills – and minimize time out of the field by incorporating multiple skill sets into the sales simulation.

©2011 Sales Horizons™, LLC Continue reading

Posted in Business Acumen, Sales Best Practices, Sales Simulations, Sales Training, Sales Training Best Practices | Tagged , , , , ,

3 Comments