Sales Training

How Automaticity Is Messing Up Your Sales Training & What to Do About It

AutomaticitySometimes it sucks to be my husband. Let me explain. Alex is from a country that was part of the former Soviet Union. Apparently, manual transmissions work differently over there. We discovered this when I needed to hop out to shift my car into reverse before we slowly slid into a parked car while he was driving. Admittedly, it didn’t help that some not-too-helpful mechanic had gorilla-glued the knob on … Read More

How Pretending You’re Google Can Help You Better Handle Sales Objections

search-engine-76519_640One of the biggest mistakes I see new sales reps make is thinking that if they win the argument, they will win the sale. So, when a prospect pipes up with an objection, their response is to jump right in with both fists swinging in an attempt to show how their logic can’t be beat. In other words, they are right and the prospect is wrong.

How do you feel … Read More

10 Keys to Sales Onboarding Success

key-96233_640The effectiveness of sales onboarding is critical. Not only is it the launch pad to sales success or failure, it also has a significant impact on both employee retention and engagement.

According to a study by the Aberdeen Group, employees in companies who offered effective onboarding programs showed the following results:

  • 71% of employees exceeded expectations as compared to only 8% in laggard companies
  • 72% of employees rated themselves as
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1 Question Every Sales Rep Must Be Able to Answer

berries-2558_640On the last afternoon (after 3 pm to be exact) on the last day of an information-stuffed, tongue-dragging-on-the-floor-exhausting training session, one of the instructors kicked off his presentation by showing this video: Increasing Sales of Milkshakes.

It was so compelling that I managed to lift my head off the desk to stare riveted at the screen. The premise was brilliant and yet utterly simple.

You should really go watch … Read More

How to Know When Your Sales Onboarding Program Is Good Enough

map-455769_640Does your sales onboarding program feel like it’s never done? Are you making significant revisions every time you run it?

Here’s the deal. How much you change your sales onboarding program from implementation to implementation should directly reflect the level of change in your company. So, if your company is going through a lot of upheaval, such as a shift in sales roles and responsibilities or a product launch, expect … Read More

Is Your Sales Onboarding Too Long???!

salad-1264107_640Last week I attended one of the premier conferences for entrepreneurs. The conference packed tremendous value into a short time with presentations by such super stars as serial entrepreneurs Devin and Melanie Duncan and UGG founder Brian Smith. I couldn’t have asked for a better learning experience.

Yet before the last slide for the last session was shown, I slipped out the side door to catch an early flight home. … Read More

4 Ways to Help New Sales Reps Get Beyond Features & Functionality

adult-1260380_640“They go right to features and functionality. I can see our prospects’ eyes glazing over while our sales reps wax on about the technical details of our product. At least half the time, our prospects don’t even care. This is costing us sales!”

This is probably the most common complaint I hear from my tech startup clients. Somehow new sales reps have gotten the idea that if they can just … Read More

How to Measure the ROI of Sales Training

calculator-428294_640(1)I was speaking to a highly data-driven company the other. They were concerned about their ability to measure the effectiveness of their sales training in terms of return on investment. While ROI measurement is possible, you’ve got to start the process well in advance. It is very difficult, if not impossible, to select a training course to measure ROI on retrospectively.

To start with, training, in and of itself, isn’t … Read More

How to Make Sales Reps Productive From Day 1

calendar-159098_640The number one complaint I hear from sales managers, especially in start-up companies, is that it takes new sales reps too long to become fully contributing members of the team. After all, if they are not selling, sales reps are an overhead expense. And, of course, overhead expenses are a financial drain on any company.

But, it doesn’t have to be that way. With planning and preparation, you can make … Read More

6 Quick & Dirty Ways to Create Sales Training (Especially for Start Ups)

entrepreneur-723044_640This summer I worked with a start up to create a sales onboarding plan. The problem we faced once we had the plan was that the start up didn’t have the resources needed to actually create the training called for.

This is pretty common in a start-up environment. They don’t have the time to create robust sales training and they don’t have the money to contract it out. Also, with … Read More