Monthly Archives: September 2013

September 11th, 2013

Coaching for Sales Teams: Less Superman, More Clark Kent

coaching-for-sales-teams

Coaching for Sales Teams: Less Superman, More Clark Kent

You know the picture … mild-mannered sales manager has one-on-one meeting with ordinary sales citizen, they discuss an issue, and WHAM, the sales manager makes a beeline to the phone booth (yes, they still exist) and out comes Superman or Wonder Woman, complete with red cape. Faster than a speeding sales cycle, more powerful than a strong quarter, and able to leap tall pipelines in a single bound. In their rush to rescue Metropolis, however, they may not realize that this method of coaching for sales teams is the kryptonite to their team’s performance.

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September 9th, 2013

What Is the Role of Technology in Sales Training Solutions?

sales-training-solutions

What Is the Role of Technology in Sales Training Solutions?

Adapted from interview with Dario Priolo, Chief Strategy Officer for Richardson and Michael Rochelle, Chief Strategy Officer for Brandon Hall Group

Part two our series on applying key practices in learning and development to sales training solutions.

It is fascinating to witness the innovation that is taking place across sales and marketing. And we are seeing opportunities to leverage technology throughout the learning process. When trying to improve the effectiveness of your sales training solutions, you must consider how technology can help your efforts.

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September 6th, 2013

7 Tips for Effective Training for Sales Teams

effective-sales-training

What Makes Up Effective Sales Team Training

Adapted from an interview with Dario Priolo, Chief Strategy Officer for Richardson and Michael Rochelle, Chief Strategy Officer for Brandon Hall Group Part one our series on applying key practices in learning and development to effective sales training

Listing ingredients implies that they are part of a recipe, which of course can be literal or figurative. Without wasting time on prologues and previews, we know you’re hungry to learn about the 7 essential ingredients in effective sales training programs. The ingredients can be easily categorized by pre-training, the training itself, and post-training.

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