Sales Training

Learning Agility

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Salespeople traditionally find themselves in conflicting spaces. A classic situation is the challenge to bring the diverging interests of clients (e.g. lower prices, discounts) and the organisations these salespeople are representing (higher prices, better margins) together. In that capacity, they have to be skilled as mediators, translators, and problem solvers.

Currently, a very different polarity is demanding attention from sales people as well as sales managers and L&D specialists supporting them. It’s the tension between the growing complexity of ...

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Is your sales problem really a sales leadership problem?

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If you look at the overwhelming content on the internet about sales problems and issues it focuses mostly on salespeople and their performance…. “how to sell more” is the most common search term.

However, very little effort is directed towards sales leadership and frontline sales management.

According to international research on Sales Training and Sales Force Effectiveness, many Sales Leaders and Frontline Sales Managers are given very little or no support when it comes to being a competent, effective ...

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The power of Sales Process Maps to deliver best sales practice

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Most new salespeople are thrown in the deep end when it comes to sales induction.

“Here go out with Josephine, our best sales person and be like her.”

Most salespeople, in general, are given no articulated sales process which means there’s nothing specific to be coached or trained to or to follow.

In sales teams we often have the blind leading the blind when it comes to achieving sales best practice.

Why?

Because most businesses do not have an articulated sales process ...

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One important Item to keep your Sales Wheels Turning

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Maintaining momentum in a sales career requires a proactive, disciplined approach. There are many things to consider and put together to achieve an effective selling week and sales year. The onus is on us, the salesperson, to make the most of what we have. However, many sales people unfortunately adopt the approach that it is their company’s responsibility to train and educate them, to provide everything they need before they can truly be effective as sales people.

By contrast, ...

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The Way we do Sales Training is Changing

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Sales training is not going to disappear – in fact as the market becomes more complex and competition more virulent salespeople will need more, not less training. Salespeople will also have less time to be trained due to increased costs, less sales people, more complex sales, longer sales cycles and so on.

Those two forces – increased competition with the need to up skill salespeople and less time for training – will make identifying different and effective training methods ...

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