How to Set Up the Best Sales Training
By Bob Croston

best sales training

I recently returned from an industry conference. The speakers were excellent and it was great to get away from my desk, connect with the attendees, and have the opportunity to step back and think big picture about what I need to be doing to drive success in my position. I returned with all sorts of notes, to-dos, and grand visions for change.

On my first day back in the office I was energized. Then the phone started to ring, the emails came flooding in, and my schedule filled with meetings. Two weeks later, while I had made some progress on my aspirational list of to-dos, by and large I was back to doing what I had always done.

The problem for me was that there was no support to make the change when I got back to the office.

The same thing happens after even the best sales training programs, especially if the training is structured as an instructor-led, event-based, one-time only affair...

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Common Sales Training Mistakes to Avoid
By Erica Stritch

why sales training fails

9 out of 10 sales training initiatives have no lasting impact after 120 days.1

Considering companies spend $3.4 to $4.6 billion on sales training with outsourced providers each year, that’s a big investment with little to show for it beyond short-term, short-lived gains.2

Fortunately, the reasons sales training fails are both predictable and fixable. By avoiding common mistakes, you set yourself up for successful training initiatives that lead to increased sales performance and long-term revenue growth.

Here are the most common problems we see:

  1. Before training, companies don’t have clearly defined outcomes and they don’t align the outcomes with learning needs
  2. Training focuses on building sales skills but doesn’t build fluent sales knowledge
  3. Sellers attributes (their drivers and detractors of sales success) are ignored
  4. There’s no process or methodology or goal and action planning, so sellers don’t know what to do to get the best results...
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The #1 Reason Why Account Development Fails
By Mike Schultz

selling tools

In the Benchmark Report on High Performance in Strategic Account Management, we studied more than 370 companies that engage in formal strategic account management. We looked at what sets High Performers apart from the rest, and what you need to do to become a high-performing organization.

Among other areas, we asked about the challenges companies face when it comes to account development. We found that High Performers report fewer challenges and issues in a host of different areas, including:

  • Finding time to focus on strategies and actions to maximize growth at strategic accounts
  • Getting funding or resources needed to maximize growth at strategic accounts
  • Gaining support from company leaders to focus on strategic account management

Here’s the hard truth...

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Social Selling Tools: 5 Ways to Save Time, Stay Focused, and Generate More Sales
By Ago Cluytens

selling tools

According to recent data from the Social Media and Sales Quota report from Social Centered Selling, 78.6% of sellers using social selling outperformed those who didn’t. And social sellers were 23% more successful in terms of meeting and exceeding quota.

The question isn’t if social selling works. It’s how.

Many so-called “gurus” continue to talk about social selling as if it were limited to asking/answering questions in LinkedIn groups and monitoring customers' Twitter accounts while scanning for buying signals (“our server is down again”).

Good luck with that kind of strategy.

Social selling isn’t about gimmicks or using the same old tricks to get the meeting. It’s about a quiet revolution that is rapidly widening the gap between those who will succeed in sales tomorrow and those who will get left behind.

It’s about leveraging the power of technology so you can focus on what you do best—selling—instead of spending your time chasing after prospects who aren’t worthy of your time and devotion...

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Vote for the 2013 Top Sales Awards - Polls Now Closed
By Erica Stritch

top sales awards

Top Sales World has announced the finalists for its annual Top Sales & Marketing Awards and we’re pleased to share that RAIN Group has been nominated in three categories.

1. Top Sales Thought Leader: Mike Schultz & John Doerr

2. Top Sales Ebook/White Paper: What Sales Winners Do Differently

3. Top Sales & Marketing Resource Site:

According to Top Sales World, “The annual Top Sales & Marketing Awards contest has been created to hail ‘the heroes’ of the sales and marketing space.”

While we do encourage you to vote, we’d also like to share some of the great work we’ve accomplished this year in each of these categories. Please note: the polls close on Friday and we could use your help to secure a spot on the podium. Vote today!

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