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Making sales training better is a big deal; it’s important to work at it all the time. Some of the problems are tough – like getting sales coaching right. On the other hand the dispelling of myths, which do nothing and sometimes cost a lot, are low hanging fruit for increasing effectiveness. Read More

Sales training shouldn't only focus on the hard skills - like asking questions, objection handling, analyzing the competition. Don't forget the soft skills - communication, teamwork, flexibility, positivity, time management, and confidence. Read More

Sales reps that don’t test the limits, don’t try out new ideas to adapt to changes in the buying environment, that simply limit their aspirations to doing a better job doing what they are doing, are likely to leave “money on the table”. They will over time survive but are unlikely to prosper. Read More

Sales training and national sales meetings both are important. But when done together, they are indeed an odd couple that does not get along so well. This blog shares why sales training often gets shortchanged at national sales meetings and how the issue might be addressed. Read More

Women – in all fields, including Sales – are going to receive more criticism about their work and about themselves personally then their male counterparts. This blog shares a study about how managers provide feedback differently to men and to women - and 4 tips for women when reacting to feedback. Read More

Selling value is more critical today than ever in major account sales. Salespeople must, in a compelling way, make the connection between their solution and the outcomes that are important to the customer. They cannot leave making the connections to the customer because sometimes the customer will Read More

Let’s assume you are a front-line sales manager who wants to become a Sales Director. What are companies looking for when hiring a Sales Director in 2014? 7 skills sales managers need to become sales directors. Read More

Successful sales coaching requires sales coaching training, sales skills and strategy knowledge, and a commitment to sales coaching to move sales managers away from the "selling and telling{ trap. But this still may be insufficient - this blog shares 4 tips to help companies move that needle. Read More

Missed the Sales Training Connection? Take a look at our some of our most populat blogs in 2014 on sales effectiveness and sales coaching. Read More

Sales training needs to change - sales reps need a new set of skills beyond traditional sales call execution, sales strategy, and sales negotiation training. We suggest these six skill sets are candidates for subject areas to incorporate into sales training programs that would help sales reps adjus Read More