Leadership
How Sales is Like Parenting
Listen & Learn Successful sales relationships are built on trust, acceptance, and understanding. It’s a lot like a parenting relationship: You set a boundary — that boundary gets challenged You try to clearly communicate what’s expected — that can get ignored, misconstrued, or convoluted somehow Everyone can get heated or emotional At the end of…
Read MoreBefore & After: Essential Components of the Sales Training Process
The effectiveness of sales training is determined far before it begins, and continues long after everyone has exited the conference room or logged off the video call. From my experience, I have found that the “before and after” is what many companies miss, and it makes all of the difference. At ASLAN, we’ve honed the…
Read MoreBest Resources for Sales Leadership Training
Sales leaders are MVPs. They’re on the frontlines, equipping sales reps in the field. They need to receive ongoing sales leadership training to be adequately prepared for the challenges of leading their teams. You may be a sales leader who’s looking to advance your professional development, or a company looking to make your sales leaders…
Read MoreSales Training: the Guide to Selecting the Right Sales Training Program for Your Company
Table of Contents I. Market & Buyer Dynamics That Impact Sales 1. B2B Sales Research and Trends 2. B2C Sales Research and Trends II. How Do Customers Perceive Salespeople These Days? III. The Sales Training That Sales Professionals Need Now Sales Training Programs: Then & Now New Types of Sales Jobs…
Read MoreSales Manager Training Ideas
Sales managers play an important role. They manage the plan and productivity. They support sales reps in their efforts to hit numbers. It can be a hard role to do well, and requires an advanced set of skills. If your sales managers are ineffective, frustrated, at a loss; or if you are a sales manager…
Read MoreASLAN vs. Challenger Sales Training
The marketplace is changing. Due to the glut of information, customers are less dependent on reps when evaluating solutions. And most sales reps are still struggling to sell virtually. Customers have autonomy, and they want to keep it. In fact, the number of customers willing to talk with a sales rep when evaluating a solution…
Read More3 Problems With Sales Training Content
All sales training is not created equal. You, as a leader in a company, may want your people to be armed for battle, negotiate their way through anything, or build deep relationships. Sales training can equip them to do those things, so why doesn’t it always work? In fact, there are three major problems with…
Read More6 Things to Look for in a Sales Training Course
75% of training initiatives fail. Why? Because they don’t really help people change. If your salespeople can’t change, the results of what they’re doing aren’t going to change either. So, what kind of sales training can actually change people? Let’s talk about the six things to look for in a sales training course. As a…
Read More3 Components of a Great Pharmaceutical Sales Training Program
The days of walking into a physician’s office, getting a meeting, and selling a product (as an easy wham-bam) are long gone. Due to regulatory shifts, the days of golf outings, wining and dining, and other sales nurturing efforts are also gone. There has been a monumental shift in what it takes to sell pharmaceuticals.…
Read More5 Traits of Sales Leaders Who Always Beat Their Number
My transition to sales manager was fairly typical. I was promoted from a role I had excelled in (selling), to a role where I was completely incompetent (leading). In those early years of managing a team, I was more of an interactive kiosk than a leader: “If you have questions, I have answers. Be safe…
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