How Sales is Like Parenting

sales and 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…

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Before & 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…

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Best 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…

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Sales 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…

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ASLAN 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…

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3 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…

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6 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…

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3 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.…

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5 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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