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We recently held a webinar on “How to Manage a Sales Team Like a Championship Football Coach” and you can find a record of that webinar and the slides from the presentation here. The goal of this webinar was to give you a few new ideas or tips for how to get more out of [...]
We recently held a webinar on how to use sales gamification to improve sales performance and you can watch a recording of it and get the slides here. What is Sales Gamification? To start to understand what exactly gamification in the area of sales is and how to best do it, let’s start by looking [...]
Sales staff turnover is extremely costly to a business. Not only does it take a lot of money to recruit, hire, and train sales resources, but there is also a tremendous cost in terms of deals lost when salespeople are being replaced and new sales hires are getting ramped up and trained. The good news [...]
The best salesperson is the one that asks the best and in this sales training webinar, we outline how to improve your ability to get your salespeople asking the right questions. It Can be Tough Getting Salespeople to Ask the Right Sales Questions This can be a difficult thing to do because not only is [...]
It can be tricky to provide sales coaching when you also play the role of sales manager. For real high-quality coaching, you will want a real open line of communication between the coach and the person being coached. This will allow the salesperson to be very open with sharing what is going on. A salesperson [...]
Most salespeople do not ask enough or the right sales questions. While this is not good and can be having a negative impact on sales results, it is actually very understandable for a few reasons. Companies Don’t Train Salespeople to Ask the Right Sales Questions If you looked at most new hire sales training programs, [...]
Your effectiveness in onboarding new sales hires will have a direct impact on the overall sales results of your sales organization. This video is a sales training webinar that we hosted that outlines some practical changes to make that can improve how you onboard new sales hires. Impacts of Not Onboarding New Sales Hires Properly [...]
Figuring out how to be a good sales manager helps those in management as well as all the staff who report to the sales managers. Before looking at some principles to create improvements, let’s talk about some of the common practices. Common Sales Manager Practices A sales manager plays the role of leader and educator [...]
The concept of a sales funnel is one of the most common models for managing sales activities and sales teams. This model is built on the understanding that you put in some amount of activity at the top of the funnel and then out of that, you’ll get a particular number of conversations. Then, from [...]
