Leadership
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…
Read MoreProspecting in Sales Requires Relationship Building. Does Your Team Know How?
Managing a sales team has its own unique set of challenges when it comes to selling and building customer relationships — especially when prospecting over the phone. Even the most well-meaning sales reps might be unsuccessful when encountering certain obstacles in the prospecting process. So, how do you handle the challenges that arise when prospecting…
Read MoreSales 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…
Read MoreWhy 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…
Read MoreWhat’s More Important in Top Sales Training Courses: Measuring Behaviors or Outcomes?
In our last post, 2 Ways Sales Training Courses Can Develop Your Sales Management & Reps in 2019, we talked about a serious problem in top sales training courses: Investing more in what happens in the workshop than after. In this post, we’re focusing on another leading problem with sales training courses: measuring behaviors instead…
Read More2 Ways Sales Training Courses Can Develop Your Sales Management & Reps in 2019
In our last post, 4 Things You Should Consider Before Committing to A Sales Training Program, we recognized a severe pitfall of training initiatives: Focusing on the WHAT vs. the WHY. In this post, we’re uncovering the next pitfall of sales training: what happens after sales training courses. Pitfall 2: Investing more in what happens…
Read More4 Things You Should Consider Before Committing to a Sales Training Program
Here’s an uncomfortable truth: Most sales training initiatives fail to deliver. At a minimum, the ROI is fuzzy, bolstered by only a few anecdotal stories strategically captured to make everyone FEEL a bit better about making the investment. But that doesn’t really help, and what’s worse, it doesn’t give any insight on how to make…
Read MoreBuild A Winning Sales Team Using Vince Lombardi’s Tips for Overcoming Top Selling Mistakes
One thing is certain: Vince Lombardi knew how to win. He never had a losing season as a head coach in the NFL, despite taking over some very poorly performing teams, first the Green Bay Packers and then the Washington Redskins. In his honor, the Super Bowl trophy is called the Lombardi Trophy.…
Read MoreSales Management Leaders: This Is How You Effectively Lead a Sales Team
Reps are struggling. Right now, sales management is seeing this trend run rampant in their sales teams. And that’s because everyone is reading the same report that says each year, more and more sellers are missing their quota. What’s it doing to the whiteboard of sales managers everywhere? It’s giving in to the temptation for…
Read More3 Things All Sales Managers Should Focus on for Consistent Rep Improvement
Last month, Bobbi Kahler published an article, How We Sabotage Change by the Way We Coach. One of the saboteurs that she talked about is “Diverting Focus to Soon.” Sales managers often have questions during ASLAN’s coaching process as to what they should be doing during this time. It’s a great question and worth a deeper dive, so…
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