Category Archives: Sales Trainers

Sales managers must be roadblock removers

Sales reps face roadblocks throughout the year that impede on their selling time and ultimately, sales success. One way sales managers can help their sales teams capture more time to focus on sales is to help them handle requests from others – most notably other divisions and corporate staff. When requests come in, sales managers can serve the role of a filter – not simply funneling everything directly to the sales team. Continue reading

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Sales Training Connection – the best sales training blogs posted in the Sales Training Connection during the Winter 2013. Continue reading

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New sales managers – 6 questions to help avoid the granular trap!

Sales managers are the pivotal job for developing a superior sales force. So there is clear and urgent need for new sales managers to master their new job as soon as possible. Reverting back to what they think they’re good at – like selling – won’t help build their sales team and sales success. Continue reading

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Sales force turnover matters – An STC Classic

For companies facing high sales force turnover, how do you stem the tide? Better yet, how do you turn it around? Money is part of the answer. Compensation packages must be in line with the industry – but just “buying” sales reps with significantly richer compensations packages will likely result in losing them when a better offer comes along. Three additional initiatives that have a positive track record for addressing the sales turnover issue are: Non-financial rewards and recognition, Better coaching from front-line sales managers, Customized sales training. Continue reading

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Ten laws for successful sales teams – A STC Classic

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. Continue reading

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The anatomy of new product failures

Sometimes the product design was fundamentally flawed. In others, the product concept was backed by poor market research. At times flaws in the product itself leads to failure. And in still others, it was just the timing was off. Yet, even when all these problems are addressed, and increasingly they are, failure remains the final result. One reason for the lack of success of new products is the failure to get the sales team to buy into the new product and teach them how to sell it. Continue reading

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Pharma – new challenge, new sales strategy, new sales training

Times have changed for pharma sales and pharma sales training. Big pharma is moving from formal sales pitches to consultative selling. This post talks about the issues facing big pharma and how they can successfully transition with different types of sales training efforts. Continue reading

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Aberdeen Group – Sales Training 2011 Study – Uncovering How the Best-in-Class Sustain, Reinforce, and Leverage Best Practices

While many companies are seeing a recovery from the economic downturn, the distribution and pace of forward progress are not necessarily being enjoyed across the board by all companies, industries or geographies.
Given the economic downturn, companies actively are seeking to capitalize on all competitive edges – including human capital. Their sales force represents one of the most significant opportunities to grow revenue and market share. The Aberdeen Group just published a new study – Sales Training 2011 – Uncovering How the Best-in-Class Sustain, Reinforce, and Leverage Best Practices. In the summer of 2011, 970 organizations were surveyed about their sales training. Of that group 707 currently offer sales training. Key findings are identified in this article. Continue reading

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Medical devices sales – creating value propositions

Read about creating value propositions with medical device sales in this blog post. 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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