Tag Archives: new hire sales training

Feedback to millennial sales reps – more is better!

One aspect of Millennials in the sales force only tangentially touched, but which will have significant implications for sales management,is the desire for more feedback.

We know Millennials are open to coaching and view feedback as a developmental opportunity. That’s great – but how much feedback is enough? This article drills down on how sales managers can provide feedback and coach Millennials. Continue reading

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On-boarding sales people – it’s not your father’s Oldsmobile

How sales people are on-boarded is a significant factor for building sales success. Unfortunately, it is historically one of the most underemphasized aspects of sales performance development. Great on-boarding programs for sales people are still the exception. Continue reading

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Seven personality traits of top sales people?

There’s always been a lot of discussion, and differing opinions, about personality traits and sales rep success. Here are 7 traits reported in a USC study. Continue reading

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Who are the new sales reps?

Companies traditionally look to hire sales reps from multiple sources. Some look to college new hires to fill a series of lower level inside sales and sales support positions prior to becoming “full fledged” account execs. Others seek out competitive hires providing them with totally different territories and/or tasks until non-compete agreements have matured. Increasingly, in major accounts selling, companies are looking to consultants who bring problem solving skills to the sales process – believing that it’s easier to provide that audience with sales training.
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Today’s sales conversations present new challenges

As sales conversations move from transactional to consultative the skill set of the sales team must change. This means that the way we train sales reps – and especially new hires -must change, too. Continue reading

Posted in Business Acumen, New Hire Sales Training, Sales Best Practices, Sales Call Execution, Sales Training, Sales Training Best Practices | Tagged , , , , , , ,

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The business acumen challenge for new sales reps

Many companies offer training programs for new sales reps that focus on products with some competitive information and sales skills added. Often, they are accompanied by various levels of testing – spanning the rigorous scale from minimal to washing new hires out of the program. Continue reading

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Medical devices – the changing market and implications for sales

The medical device market is changing – from the traditional physician preference model to the increased importance of economic influence and the role of profitability. In addition, the medical device market is no longer homogeneous, leaving opportunity for companies to resegment the market place – and re-focus how they train their sales force. Continue reading

Posted in Business Acumen, Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, New Hire Sales Training, Sales Training, Uncategorized | Tagged , , , , , , , , , , , , , ,

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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

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New sales reps – top performers provide advice on building credibility

Top sales performers give new sales reps advice on building credibility. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, New Hire Sales Training, Sales Best Practices, Sales Call Execution, Sales Training, Sales Training Best Practices | Tagged , , , , ,

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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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