Posts with Category "Sales Assessments"
- 7 Reasons Why Sales Training Fails
According to ES Research between 85% and 90% of sales training has no lasting impact after 120 days. At the same time, companies are spending billions of dollars on sales training each year. That’s billions of dollars being wasted on limited sales performance impact and only short-term boosts in sales at best.
Training can be a disappointment right away when it just doesn’t go well, or it can be a disappointment months later when results don’t materialize. Regardless, sales training strikes out a lot. When it does, it’s usually because of common and predictable reasons. But if you can avoid these mistakes, you can set yourself up for a successful training initiative that leads to increased sales performance and long-term revenue growth. Here are 7 reasons why your sales training might be failing...[click to continue...]
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- Who’s On First? Why Identifying Sales Roles is Essential Before Sales Training
I have been truly obsessed with baseball the last three weeks. My beloved Red Sox are folding faster than the deck chairs on the Titanic. I find myself cheering for the hated Yankees (so the Rays don’t edge out the Sox). And the talk shows are full of Danny from Quincy and Al from Everett suggesting ways to bolster the pitching by having relievers start games, starters come in to relieve, and closers (generally relegated to the ninth inning) pitch from the seventh on. What a way to end a (potentially) great season!
Moving pitchers around from role to role without acknowledging skills, commitment, and past experience is much like hiring and training salespeople as if they were completely interchangeable parts. I hear things like:
“Bill has been a great salesperson in his territory for eighteen years. He grows those accounts like no one ever has. Let’s move him to Santa Fe to open up our new office (middle reliever to starter).”
Will anyone be surprised when Bill comes home a defeated man? He has proven to be a great manager of his territory and his accounts, but he has not had to prospect in a new market for years. What a way to end a great sales career.[click to continue...]
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- Complimentary Webinar: The 7 Principles of Successful Sales Training Programs
If you’ve downloaded our Why Sales Training Fails report within the last few weeks, you’ve been getting my tips on how to make your sales training initiatives better.
This is a great start for you, but it is just a start.
My partner Mike Schultz and I have been getting so much great feedback on the report, and more questions than we can address by email and by phone.
So, we’ve gathered up a lot of the questions and put together a webinar all about how to run successful sales training initiatives that really lead to long-term results. And we’re offering this webinar free...[click to continue...]
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- Sales Weaknesses that Are Holding Your Sales Team Back
There are thousands of ways to kill a sale. Some are obvious like not showing up to a meeting prepared, not following up, not listening, not establishing trust, going to proposal too early, not speaking to decision makers… the list goes on. These are all pretty easy to see and with some work and practice can be overcome.
Then there are the killers that hide beneath the surface that many sellers and sales managers do not even know exist. They are the sales weaknesses that are a part of an individual salesperson’s makeup that act like weights pulling them down.
Sales researcher, Dave Kurlan, best-selling author and sales development expert, has conducted extensive research into what holds salespeople back and has classified these as the five major hidden weaknesses. These hidden weaknesses often get in the way of your salespeople, killing the sale without you or they even knowing what hit them.
The first step to overcome these sales weaknesses is to know what they are and then to determine who on your sales team has them so you can fix them.[click to continue...]
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- Sales Management Mistakes That Lead to Underperforming Sales Teams
Your sales staff is underperforming, but you can't figure out why. You're pretty sure that you've hired the best possible talent, but some days it seems like your sales staff is the gang that can’t shoot straight. Where did you go wrong?
Inconsistency and poor sales performance can be the result of a number of factors:
- Lack of necessary skills and knowledge
- Inefficient pipeline and process design
- Poor use of CRM and other tools
- Inadequate compensation and incentives
And the list goes on…[click to continue...]
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