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Colletti-Fiss, LLC is a consulting firm that helps management make decisions about programs that increase sales results. We focus on three areas of sales effectiveness: sales jobs design, sales performance management, and sales compensation planning.SalesProCentral
Tag Archives: sales training
Sales training – more of the same never results in something different
Sales training – for success in today’s transformational markets, do something different rather than simply doing a better job doing what you are doing. Continue reading
Sales training – managing a conundrum
Sales training programs – criteria for selecting effective sales training. Continue reading
A 2026 excursion to the future of sales training
2016-2026 will prove to be one of those “hold on to your hat” periods that ushers in significant changes in all aspects of sales training. Companies that adapt their sales training will see the results in revenue and market share. Continue reading
Sales alert: millennials are here
Sales training for Millennials, to be successful, must consider their experience and expectations – and they differ from their colleagues. Continue reading
Posted in Sales Best Practices, Sales Training, Uncategorized
Tagged millennials, sales effectiveness, sales training
Sales training – it’s time to play beat the clock
Salespeople today must know more and know it at a higher level of proficiency then in days of yesteryear. Companies simply cannot do what needs to be done if all the sales training is conducted in the classroom. Continue reading
Sales training: it isn’t about – if it ain’t broke don’t fix it
Sales training will never develop a better track record unless we do a better job determining the strategic reason why we are doing the training in the first place. Continue reading
How to optimize your sales training investment
Stop organizing sale training around topics, like negotiation, sales strategy, account management and focus on client strategic initiatives – for sales training success. Continue reading
Don’t lose sales you should win – connect the dots
Often a sale is lost even when the solution is a good fit because the sales person fails to make the connection between the solution and the customer needs. he seller gets Step 1 right – they develop a good understanding of the customer’s needs. They also provide a good description of the solution so Step 2 is okay. But they leave it to customer to connect the dots as to how the solution can effectively address the needs.
The remedy? Sales people must take Step 3 by verifying that the customer perceives the connection between what they need and what is being proposed. It is particularly important in major sales where the need structure is multi-layered and the solution has multiple components.
Continue reading
Trends in the world of sales – podcast
Sales trends – podcast Continue reading
The Etch a Sketch Sales Force
As sales teams reinvent themselves, sales training needs to move to center stage. Continue reading
