Tag Archives: sales training program

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 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 simulations – they’re better than ever!

Sales simulations are more versatile, more effective, and more affordable than ever. So companies are increasingly embracing them. What are some innovative companies doing? Read some examples. 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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Improve your sales training: focus on the before and after – A STC Classic

Most sales training would be twice as good, if twice the time was spent on what happens before and after the training. This article contains some specifics about how to do this. 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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Selling sales training – a tale of choice

Can these new, small (fewer than five people) companies compete against the market leaders and win major deals with major companies? Or are they, for the most part, relegated to small deals with small companies? Like most questions of this sort there is a wide diversity of opinion. We come down on the “yes you can” side of this question. Let’s explore some of specifics of what it takes if a small sales training company is going to successfully compete against the giants in the industry. This blog talk about how small companies can do just that. Continue reading

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Strategy review sessions: a different perspective – A STC Classic

If sales managers take a different approach to working with their sales teams on strategy, not only will the time issue be wrestled to the ground, but sales managers can leverage their time investment spent helping their sales teams craft sales strategies. This article provides some ideas for how to tackle this issue – through leveraging strategy review sessions. Continue reading

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Sales strategy – it starts at the top

It is difficult for the individual sales rep to do a superior job thinking and acting strategically at the account level without guidance from the top. This blog provides five techniques for top management to do a better job providing direction to Sales – and four lessons sales reps can take away to do a better job selling. Continue reading

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Sales training stickiness – doubling back

Sales training and “stickiness” – two phrases often heard in the same breath when talking with VPs of Sales and Sales Training Directors. As they strive to make sales training “sticky” this blog presents four strategies to help advance that goal. Continue reading

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