Tag Archives: sales training blog

3 considerations for creating a sales training curriculum – An STC Classic

At this time of year most sales training managers are into planning for the year ahead. Given priorities being set and budgets being finalized, this is a good time to not only think about what sales training needs to be accomplished but also to review some of the fundamental “how-to’s.” This blog contains 3 considerations for creating a sales training curriculum. Continue reading

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Sales performance – practice doesn’t make perfect

Successful sales training requires practice + feedback to succeed. Continue reading

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Sales training stickiness – doubling back – An STC Classic

Sales training reinforcement discussion is all about what to do “after” sales training to increase stickiness. But what can be done when it comes to designing sales training to increase the probability of that sales skills will be retained? Continue reading

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Sales coaching – What are you doing for your top performers?

One of the coaching questions frequently asked is -Where should we focus our coaching efforts to optimize the impact on revenue generation? Fortunately that question has been answered. The answer is – focus on the 60% of the sales people that are in the middle of the performance curve. While widely accepted, it does not mean that coaching top performers should be totally neglected. Unfortunately that happens more frequently than it should. This blog talks about the importance of sales coaching of top performers and best practices for doing it. Continue reading

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Sales simulations – a blue ribbon training methodology – An STC Classic

Over the last decade we have used sales simulations with a significant number of B2B companies across a wide variety of industries. The programs have consistently received extremely high evaluations. The programs get high marks from both the participants and from senior sales management. This blog shares why it’s a blue ribbon sales training methodology. Continue reading

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Selling value: easy to say – hard to do

Selling value is as important as everyone says it is. Unfortunately it is also more difficult than a lot of people think it is. If you a senior sales leader it is probably a good idea to spend a couple of days in the field to get a personal assessment of the degree to which your sales team is selling the value of your solutions. Our bet is you will find there is some work to be done. Continue reading

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Training ABCs for sales force design

etting the sales structure right can have a huge impact on the future success of a company and means billions in additional revenues and increased customer satisfaction. This blog post drills down on the implications for sales force structure and sales training. Continue reading

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Selling – beware of big bright shiny objects

Successful sales reps make a distinction between “bright, shiny objects” that represent good business and those that are bad business. The distinction is important because time is one of the most valuable commodities a sales rep has and investing it in bad business can have significant short and long-term negative consequences. Continue reading

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Sales alert – what should we do about MOOCs?

Sales training and MOOCs – is there a role? This post shares a brief history of MOOCs and posts the question: Is there a role for MOOCs in sales training? Continue reading

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