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Field Sales

When Prospecting New Customers, Knowing How to Gain Access is Key

When Prospecting New Customers, Knowing How to Gain Access is Key

In our last post, “Prospecting in Sales Requires Relationship Building. Does Your Team Know How?”, we talked about how building customer relationships can be a barrier to success, and how you can empower sales reps to overcome that challenge. In this article, we’ll be discussing the second barrier to prospecting new customers: gaining access to…

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Sales Training Objectives: Implementing a Successful Sales Program

Sales Training Objectives: Implementing a Successful Sales Program

We’ve recently discussed the biggest pitfalls of sales training objectives, from believing sales program effectiveness relies solely on the front-line to trying to tackle too many deficiencies at once. For this last post, we’re honing in on the last, and maybe the most important, pitfall: The assumption that generic sales training strategy will work for…

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Why Sales Training Programs Aren’t Exclusively A Front-Line Responsibility

Why Sales Training Programs Aren’t Exclusively A Front-Line Responsibility

In our previous post, What’s More Important in Top Sales Training Courses: Measuring Behaviors or Outcomes? we discussed the importance of measuring the effectiveness of sales training courses by behaviors rather than outcomes. In this blog post, we’re highlighting another leading problem with sales training programs: focusing the initiative exclusively on front-line employees rather than…

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