Monthly Archives: October 2012

October 31st, 2012

How to Prevent Your Front Line Sales Managers from Inadvertently Sabotaging a Sales Training Event

How to Prevent Your Front Line Sales Managers from Inadvertently Sabotaging a Sales Training Event

Sales training programs to support strategic change initiatives should be approached with the weight and attention they deserve. If this sales training is essential to getting your reps on board and in line with the new way of doing things, then do all you can to ensure its success.

The first post in this series discussed what sales managers should do before a sales training program for their sales reps takes place. If there’s one theme for the pre-training activities, that would be communication. Sales managers need to convey to their reps why the training is important and how it will impact their jobs and remind them of what needs to be done in advance of the training in order to make the most of the time spent.

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October 29th, 2012

A Home Run Strategy to Help L&D Professionals Influence Sales Leaders and Create More Successful Sales Training Initiatives

In our business, we are well aware of the challenge that Learning and Development professionals face when working with sales or line-of-business leaders on growth initiatives. Sales training is often outside of the typical learning professional’s comfort zone because most have never lead sales teams or carried a bag — or haven’t done so recently. While they know that they shouldn’t be “order takers,” they end up in these situations because they don’t know to push back without ending up losing credibility or putting themselves in a political quagmire.

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October 26th, 2012

Survey: Top Sales Improvement Priorities

Sales Performance

Top Sales Improvement Priorities

Let your voice be heard!

Richardson is conducting a short survey of sales professionals to help companies determine where they should invest in 2013 to improve sales performance. We would appreciate if you could take about 5 minutes to answer a few short questions. The information will be very useful for helping sales leaders align and prioritize initiatives. Your response will be kept strictly confidential.

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October 24th, 2012

What Your Frontline Sales Managers Must Do Prior to Launching a Major Sales Training or Change Initiative

Sales Training Reinforcement

Sales Training Without Sustainment Is a Wasted Investment

When sales training is treated as a one-time event, participants have been shown to lose up to 87% of skill and knowledge within four weeks. This “brain drain” needs to be dramatically reduced and significantly reversed in order for companies to optimize their investment in behavior change.

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October 22nd, 2012

How Often Should Learning and Sales Leaders Meet to Yield the Best Results?

Sales Leaders and Learning Leaders

Most strategic change initiatives within the sales organization involve some level of training for sales reps. The training could involve learning new processes, skills, or tools that will impact sales productivity. But, how well training is deployed and sustained can spell success or failure for your initiative.

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