Tag Archives: sales training facilitator

Optimizing your sales training investment – the sequel

In our earlier post – Optimizing Your Sales Training – we explored what could be done “before” the program to improve the results achieved by sales training programs. Let’s now turn to the “after” program issue.As the McKinsey authors point out – “Participants rarely leave any training program entirely prepared to put new skills into practice.” So a significant piece of the ultimate success of any training lies in creating an environment that is conducive and supportive for applying and practicing the new skill sets. Let’s explore some ideas for getting that done when it comes to sales training.
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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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Practice + feedback – an algorithm that changes sales performance

We’ve all heard that “practice makes perfect”. But is that true? In reality, “practice + feedback makes perfect”. We just posted an article on trainingindustry.com about this: Changing Sales Performance: Practice Doesn’t Mean Perfect. Continue reading

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Sales training excellence – it’s both the dance and the dancer

Not even the very best sales training programs will be great Continue reading

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