Tag Archives: sales simulation

Sales simulations – try one, you’ll like it

Customized sales simulations can now be designed cost effectively. They are high impact and engaging because they drag the real world into the classroom and realism, relevance, practice and feedback are optimized. Continue reading

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Sales productivity – the era of the absence of change is over

In times of continuous change it is unlikely that a B2B sales force can continue to prosper by simply doing a better job doing what they are doing. Instead there must be an ongoing effort to examine and analyze and then adjust and adapt every aspect of your sales effort – from the go-to-market strategy to the organization structure to what your sales team is doing and how they are doing it. Continue reading

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Training sales managers to coach – the good, the bad, and the ugly – An STC Classic

Sales coaching is a topic of widespread interest. Second, most people agree that coaching is a must-do for developing a superior sales team. Given the responses we thought it would be a good to shift the focus of the discussion from “how to coach” to “how do you train sales managers to coach”. Continue reading

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Sales simulations – why sales reps like them

Sales simulations are one innovation that is quickly developing an impressive track record for addressing the changes going on in the sales training marketplace. More innovation has occurred in the sales training industry in the last five years then the previous ten for good reason. Companies have come to realize that having a superior sales team is more important than ever and that building a superior sales team is more challenging than ever. Continue reading

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Sales person to sales manager transition – A STC Classic

Sales people often are promoted into sales manager positions – primarily based on their sales success. While congratulations certainly are in order, success in these situations raises some unique challenges. This post provides best practices for making that transition. Continue reading

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Sales simulations and vacuum cleaners – two stories of innovation

When it comes to selecting sales training, the individuals doing the selection often turn to a program they have used in the past. “When I was at Acme we use the XYZ program, I’m familiar with it and suspect it is as good as any.”

But is that the right answer for today? Customers for most large corporations have changed significantly in the last two to three years. What they buy, how they buy, and what they are willing to pay for it have changed. So, is yesterday’s sales training the best bet? Perhaps, but perhaps not. New sales training designs are needed – including sales simulations.
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Medical device sales – Investing in sales training 2.0

Running the sales force for a medical device company has never been for the faint of heart – and it isn’t getting easier. The medical device market is in the midst of a transformational shift. Hospitals are being pushed to provide higher quality at a lower cost per patient – yet deliver solid financial results. Reimbursements are declining, metrics are changing, competition is expanding, physician alignment is growing, and the demand for services is increasing. Sales people need to be able to sell successfully in this new environment. Read how in this article. Continue reading

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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

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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.
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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

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