Monthly Archives: February 2013

February 27th, 2013

What the World of Selling Can Learn from Watching Netflix

New world of selling

What the World of Selling Can Learn from Watching Netflix 

In the new world of selling the ability to see into the future to recognize the needs that customers have not identified or have undervalued is the new currency.  But, is that really possible?

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February 25th, 2013

How Gamification of Sales Training Boosts Rep Engagement and Increases Ability to Recall

Sales Training

How Gamification of Sales Training Boosts Rep Engagement and Increases Ability to Recall – (Part 3 of 3) 

– Today’s BLOG is written by Richardson’s partner, Duncan Lennox, CEO of Qstream

In my previous two posts, I presented the problem of sales reps falling victim to The Forgetting Curve and the solution of using a tool such as Richardson’s QuickCheckTM as a means to help sales reps commit what they’ve learned in training to their long-term memory. Let’s take a closer look at how it works and some of the benefits of using the QuickCheckTM after training your reps.

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February 21st, 2013

Spacing, Testing, and Feedback: Essential Ingredients to Sustain Sales Training Impact

Spacing, Testing, and Feedback: Essential Ingredients to Sustain Sales Training Impact – (Part 2 of 3) 

– Today’s BLOG is written by Richardson’s partner, Duncan Lennox, CEO of Qstream

When you invest in training your sales reps, you expect them to learn the new information, use the new skills, and adopt the new behaviors. However, as I outlined in my previous post, most people quickly forget what they learn in a matter of days. How, then, can you improve your sales reps’ ability to recall and, as a result, also improve the ROI of your sales training and move closer to the goals you set out to achieve through the training?

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February 18th, 2013

Help Your Sales Reps Move from “The Forgetting Curve” to “Total Recall”

Sales Reps - Total Recall

Help Your Sales Reps Move from “The Forgetting Curve” to “Total Recall” (Part 1 of 3)

– Today’s BLOG is written by Richardson’s partner, Duncan Lennox, CEO of Qstream

 

How long until your sales reps forget what they learned at your sales kick-off meeting and training events?

Most people can sing along to their favorite songs from their youth without even thinking about it yet still forget information they read, heard, or learned after just a few days. Knowing that the ability to recall is limited, why then do companies still structure training and learning programs in a manner that takes sales reps offline for a period of time, immerses them deep in new ideas and behaviors, and then send them back out into the field expecting that it all sunk in and is being applied without fail?

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February 15th, 2013

A Few Simple Questions and Practical Ideas to Exterminate Sales Forecasting Gremlins

According to CSO Insights, sales forecasting accuracy hit an all-time low of 46% in 2012. Just about every business and industry experiences peaks and valleys in their sales cycles, but, even with large investments in sales and marketing automation technology, the problem is getting worse and not better. Did you just throw good money after bad in hopes of achieving sales forecasting nirvana? What on earth is going on?

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