Last week –– along with 3000 other marketing and sales professionals –– I descended upon the Gaylord Opryland Hotel in Nashville, Tennessee for the 11th annual SiriusDecisions Summit. In addition to making incredible connections with key customers, having insightful conversations with SiriusDecisions Analysts, and networking with sales and marketing leaders at the Summit, I was…
In Part 1, I reviewed the idea of efficiency vs. efficacy in sales training, and many of the situations that challenging rep performance and ability. In Part 2, I covered the idea of the Learning Cycles approach to sales training, and Certify to Fly – a model for ensuring learning sticks before, during, and after…
Bringing structure to your sales training improves seller efficacy In a follow-up to Part 1 – a profile of efficiency vs. efficacy in sales training – we suggested a framework to help bring structure to sales training. Here, I’ll share that framework, and answer a key question: “how do you make sales training stick?” Given…
The dominant theme to this year’s Conversations that Win Conference was made clear on the main event of Day 2: a trip to Alcatraz and a tour of the infamous prison. The now beautiful historic park, and site of one of the most intolerable places in US history, had an underlying message that Corporate Visions…
Among the many casualties of the financial crisis of 2008, the economy suffered a loss of jobs. “Do more with less” became the unfortunate mandate from senior management. And you know what? We did. Across the next few years, we experienced what many call the “jobless recovery,” where most of the jobs lost were never…
Think back to 15 years ago: sales tech was finally coming online, in-person meetings still ruled, and Salesforce was entering the market as a young challenger to the status quo. CRM soon became the foundation of the new sales team, driving easy alignment with the sales cycle and a stream of data that anyone could…
How much training does a sales manager on your team receive to make sure they’re successful as a manager. Reps get a lot of the focus when it comes to training, and that makes sense – your reps are out each day, manning the phones and scheduling the visits you need to hit sales goals.…
Why Bad Training Can Break a Good Organization Centuries of sales training and billions of dollars of research have failed to answer one crucial question in sales: why do our attempts at getting our team to consistently engage prospects and customers with a great message ultimately fail? Marketing creates a great message and shares it…
It’s time to rethink how we train our reps “Education has been preparing our students for an economy that no longer exists. Technology and globalization have transformed our society.” Dr. Yong Zhao Director of the Institute for Global and Online Education Our Industrial Education System I recently attended a conference and was spell-bound by a…