Monthly Archives: January 2013

January 30th, 2013

What Does Customized Sales Training Really Mean, and Why Does It Matter?

customized-sales-training

What Does Customized Sales Training Really Mean, and Why Does It Matter?

Amy Smalfus, Richardson Senior Instructional Designer, contributed to this article.

Last week, we won a very competitive and hard-fought deal. The difference came down to our ability to deliver a customized sales training solution for the client that fit their exact needs. Many sales training companies claim that they provide customized sales training programs, but from our experience, this ranges from superficial changes (logo and a few words) to off-the-shelf content to ground-up development. I’d like to paint a picture of what customization means to us and explain why it is so important.

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January 28th, 2013

A Deep Dive into ADKAR Change Management

Change Management

Sustaining Change Management: A Deeper Dive into ADKAR Training

When we help a client invest in sales training, we know that they’re not merely interested in producing a successful event for their employees. They want the training to drive a greater change within the team, function, or organization. The training itself is merely the tip of the iceberg — the greater challenge is to influence a lasting change beyond the sales training.

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January 25th, 2013

Thriving After a Change in Executive or Sales Leadership

Sales Leadership

Thriving After a Change in Executive or Sales Leadership

Change is good, right? That usually remains to be seen later down the road after time and thoughtful consideration. When there’s a change in executive or sales leadership in your organization, what will the impact be on you and your team?

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January 23rd, 2013

Common Myths About Sales And Sales Force Effectiveness

8 Common Myths About Sales And Sales Force Effectiveness 

This blog appears  courtesy of our partner HR Chally and was written by Scott Hudson 

Quantitative and scientifically rigorous research can often debunk long-held “traditional wisdom.” Modern “business-to-business” research measuring customer purchase choices, as well as  individual salesperson and sales force effectiveness, has provided many of the biggest surprises.

These top eight sales “Myth Breakers” account for many competitive sales failures.

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January 21st, 2013

Feedback with Feeling

Feedback

Feedback with Feeling

Feedback can be hard to give and hard to get. Almost everyone tenses up when the words “I have some feedback for you” are spoken. But in organizations where feedback is a part of the culture, people ask for feedback if it is not forthcoming. It’s people’s feelings about feedback that is the problem. We all give ourselves feedback and instinctively know we would benefit from an outside view to make up for blind spots. The question is, feedback from whom?

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January 17th, 2013

17 Guiding Rules for Giving Developmental Feedback

developmental feedback

17  Rules for Giving Developmental Feedback

As business and sales leaders, we all know the importance of giving developmental feedback to our people. As we’ve mentioned in earlier articles, developmental feedback is a gift that many leaders find hard to give, but when done properly, it can make a huge difference in the performance of individuals and the organization. Here’s a quick list of some important guiding rules for giving developmental feedback that support the coaching process.

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January 14th, 2013

Hiring more sales reps to grow in 2013? Don’t overlook these points!

sales force growth

Hiring more sales reps to grow in 2013? Don’t overlook these points!

For companies that want to grow revenue, many will first consider growing the sales force. Given a quality product or service, a strategy that is targeted to existing and emerging market opportunities and a sound plan for training, deploying, and supporting the sales force, revenue growth goes hand-in-hand with sales force growth.

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January 11th, 2013

Top Needs Identified by B2B Sales Reps for Success in 2013

Sales Reps

Top Needs Identified by B2B Sales Reps for Success in 2013

What are the top concerns of business-to-business sales reps this year? What do they think will help them to meet their numbers and achieve their targets? As we closed out 2012, we wrote about nine trends in sales force effectiveness and learning and development for 2013. We also surveyed over 300 B2B sales reps to learn more about their top challenges and improvement opportunities to help them hit their numbers in 2013. With strategic planning in full force, it is important for sales managers and learning and development functions to know what’s on the minds of their force in the field.

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