A value driver is what drives a customer's decision. An objection is a cry for value so if sales teams understood customer's value drivers they would be less inclined to lower their price. It requires in-depth needs-based selling questions, listening and I mean REALLY listening, and delivering your benefits in direct correlation to their value drivers.

RIP Employee Performance Review, You Will NOT Be Missed

Years ago I was walking through a client site, it was strangely quiet and all the manager's office doors were shut. I asked a manager, “What’s going on around here, why is everyone so quiet today?” He responded by explaining that all the managers were busy doing their yearly reviews of their staff, and that they were due to HR by the end of..

Your Silence is Saying More Than You Know

I just spoke to a group about "Coaching Employees with Bad Attitudes" and it was a lot of fun. The thing that managers and leaders do not realize at times is when we do not confront or address employees with bad attitudes the "silence" is non-verbal permission to continue to behave that way. We must as leaders develop skills to confront issues and not..

How to Customize Your Sales Training Handbook

We often speak about utilizing group discussions and best practices as a part of your employee coaching program, to help improve your sales team.  Now we propose you to take it one step further, and actually document these best practices, to create the greatest sales handbook your team could ask for.You can read hundreds of books and articles about..

Is Multitasking Hurting Your Sales?

3 Steps to Successful Sales Training 

Sales training takes more than a one or two day workshop to be successful and effective. Training needs to be a process not an event.  The below 3 parts must be included to ensure that your training programs are effective and that the learning becomes sustainable.

Lessons Sustainable For Easy Training Reinforcement 

Here is another easy and inexpensive training reinforcement method that we use for our clients. Remember there are many reasons training reinforcement programs are important, including increased returns on investment, increased retention of knowledge, increased sales from better-trained teams, etc. 

The Coaching Diet

How many times have you heard that you should eat 4-6 small meals a day in order to get better results in weight loss and energy?  Yes many times, but what does this have to do with training employees?

Are You Cultured?

Defining a sales coaching culture at any organization can be nebulous as well as ambiguous. A coaching culture can take on the appearance of many different faces. There are however, specific attributes that will illustrate if an organization has truly created a coaching culture.