Monthly Archives: November 2012
Too many dials and too few dollars? Read these 11 best practices for selling by phone and lead response management!
A while back I had the opportunity to attend a talk given by Michael Damphousse, CEO/CMO of Green Leads. Green Leads is a lead generation, lead qualification, and appointment setting service. He has 110 reps on the phones, and he shared a lot of great insights into what makes them more effective. He referenced a study done by MIT into lead response management: http://goo.gl/s3dzT.
Step Right Up: How L&D Professionals Can Help Sales Managers Sustain Change Post Training
Learning and Development must help sales managers to guide their sales reps after the training in order to sustain the changes introduced. Some sales managers may not be used to coaching and may need guidance themselves. Consider the following:
After Sales Training: Question, Observe, and Reinforce
In the first two posts of this series, I talked about what sales managers should do before training programs to support strategic change and during those programs to ensure that sales reps derive the greatest benefit. Where should sales managers focus once the training is over and sales reps are back to work?