In the coaching workshops that I’ve led over the last twelve years, there is always a manager who asks me this question:   “Why aren’t my reps open to my constructive feedback? I’m only trying to help them.”     I do not doubt their sincerity or desire to help. However, that question misses the mark,…

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Steps one, two and three focused on navigating the obvious barriers to getting more meetings with decision makers. This next step is about addressing perhaps the most ominous challenge – one that’s never verbally communicated but is always present. Step Four: Remove the Tension In almost every interaction between seller and prospect, a certain tension…

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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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Is Your Sales Training Strategy Trying Too Hard? Here’s Why It Doesn’t Need ‘Everything But the Kitchen Sink’

Previously, we discussed Why Sales Training Programs Aren’t Exclusively A Front-Line Responsibility and the importance of involving top-level leadership in your sales training strategy. In this blog post, we’re highlighting another leading problem with sales training programs: cramming everything into one program and applying the training to every possible service.  Pitfall #5: Throwing everything but…

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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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