When the term “sales” is mentioned, the words “credible,” “trustworthy” and “customer-focused” don’t immediately come to mind. Most people tend to believe that sales people are simply in it for themselves, and once they somehow trick you into buying, they will disappear and move on to the next potential customer. Nobody wants that to be the case when they purchase a product or service. They would..

      In an age when the Internet seems to be taking over, how do we combat our urge to connect with customers via the web? E-mail and Twitter and Facebook are great ways to stay connected to our clients, but so is picking up the phone.

    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.

Picture this scene: an inside sales team is gathered in an office, taking notes and actively listening as a speaker gives a presentation about sales training…but the speaker cannot be seen. That’s because this group is listening to a webinar, the newest tool for speakers and businesses. Webinars let large amounts of people attend a single presentation from anywhere in the world. You just simply..

“Leaders establish the vision for the future and set the strategy for getting there; they cause change. They motivate and inspire others to go in the right direction”-John Kotter In business, it is important to have a strategy that will take your business to the top, and managers need to be the ones stepping and taking charge. Training reinforcement needs to be part of that sales strategy. In..

     As most coaches know, training reinforcement is the key to any salesperson’s success. It keeps learning sustainable, and it helps sales reps apply what they learned in the real world. There are a few sales techniques that managers can use when coaching:

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

Recently, I went shopping to buy a new pair of jeans. Upon entering the first store, I noticed three workers standing off to the side talking and laughing…none of them acknowledged me as I walked in. I proceeded to pick out a few pairs and went over to the fitting room, where I waited, and waited, and waited for someone to unlock the door for me, and while I was waiting on the staff, two workers..

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..

When managers send employees to training seminars, how do they know what their employees are really getting out of it? And how do they know if they are learning the right material? Most workshops should be designed to help your employees develop in four different areas: skill sets, behavior, knowledge and creativity. The Four Tiers of Learning:Skill Sets- to be able to perform or do something..