After a long weekend, most people find it a struggle to get back into the work grind. The same can be said about training. Weeks after a seminar or workshop, employees find it difficult to change their day-to-day work. So, managers need to put training reinforcement and coaching into place.  The two methods are different, but both employ the same types of techniques.

Lead generation is important if you are going to be a successful salesperson. You can’t sell if you don’t have any potential customers. So, you set up a website, you write a blog and you become a social media expert, but how do you track and keep in contact with all those leads? Part of being a great salesperson is turning potential customers into regular clients, and thanks to new technology,..

When it comes to sales, the person with the best pitch, the most product knowledge and the highest level of confidence will usually be the one that makes the close. Becoming a great salesperson takes time, and it requires constant learning and practicing. Salespeople need to pick up different tips, tools and techniques that they can apply to their day-to-day work, and these can often be found in..

Plane trips. Hotel rooms. Expensive training sessions. All of these are a thing of the past with a new type of technology: webinars. Webinars are here to replace the original form of speaking presentations, and they are here to stay. These types of speaking engagements allow people to connect via the Internet as opposed to face-to-face. Participants all log in around the same time, and the..

Coaching is important to the success of any business. Managers need to set aside time to meet with their inside sales and customer service teams, and they need to be involved in the molding process.

Lets not make assumptions of what people can do without confirming that they know what to do. In order to perform effectively employees need:

I am working with a group of reps now at a client site, and I try and inspire them everyday but to do so we need to be creative. Check out this audio of ideas:

Sales management is not always easy. We expect a lot out of salespeople because we want to succeed, and we always want to see better performance and increased profitability. Coaching is tough. Most of the time, sales managers delegate instructions and expect to see their employee’s automatically hit their goals and make their bottom line, but what we really need to be doing is coach. Business..

Nobody wants to sit through training sessions and listen to someone dragging out a lesson. They want the session to be short and engaging. While coaching should be continuous, the actual training sessions should be given in short bursts. Research shows that adults learn best independently and when the material comes in quick segments that do not take up much of their time. Not only should..

When it comes to sales training, it’s convenient to take the easy way out, but that typically does not solve the problem. Instead, it wastes the company’s time and money. Training seminars, workshops and e-learning sessions are a great way to kick off sales learning. However, it takes more than just a one-day event to get employees on track and motivated. We have said it many times before (just..