Viewing Posts for: Andrea R. Grodnitzky

November 15th, 2013

What Makes a Good Sales Training Reinforcement Strategy?

sales-training-reinforcement

What Makes a Good Sales Training Reinforcement Strategy?

A good sales training reinforcement strategy requires early planning. One of the biggest mistakes I see our clients sometimes make is waiting until after the training is over to think about the actual reinforcement plan. You need to be thinking about your plan well in advance. And ideally, you should split it up into three phases.

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November 11th, 2013

Sales Training: The Importance of a Great Classroom Experience

Sales Training: The Importance of a Great Classroom Experience

In sales training, the classroom experience is a big differentiator. It’s simple, adults learn best by doing. If you are pulling sales people out of the field it is critical to make sure the classroom experience is customized and interactive through activities such as role playing for practice. Please join Richardson’s Andrea Grodnitzky, SVP Global Performance Solutions, for this video blog where she discusses the importance of the classroom experience in training the sales team. If you are having trouble viewing this video, please click the following – Sales Training, the classroom experience is a big differentiator

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November 8th, 2013

Creating the Skill and the Will to Unlock Sales Manager Coaching Power

sales-manager-unlock

Creating the Skill and the Will to Unlock Sales Manager Coaching Power

Sales managers are the force multipliers of productivity and key players for supporting change in your frontline sales force. Research from the Corporate Executive Board indicates that when training is complemented by in-field coaching and reinforcement, productivity is quadrupled from 22% to 88%. However, many sales managers are promoted based on their ability to sell, and the characteristics that contribute to a sales manager’s success as an individual contributor run counter to their role as a developer of others. Some sales managers lack coaching know-how and skill, while others don’t make time to coach.

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November 6th, 2013

Customized Sales Training: Why It’s Important and How We Do It

customized-sales-training

Customized Sales Training:  Why It’s Important and How We Do It

About a year ago, we published the results of a survey that found that customization increases the odds of a sales training initiative being effective.  This reconfirmed what we’ve believed for years and how we work with clients.  But, some buyers push back on customization, hoping to take a cheaper and easier path to success.  With this in mind, here’s a primer on why customized sales training is so important and how we do it.

Why does customization make for a better sales training program?

Clients often come to us with a particular business objective that they want to achieve, such as accelerating organic growth or growing market share.  Changing behavior is one of the paths to achieving that business objective.  To change behavior requires people to break old habits and learn the behavior.

We find that in order to really learn new behaviors and change old behaviors, you have to practice.  It is best to practice in as real-world a situation as possible so that sales reps see clearly how the training is directly applicable to them.  The training must be relevant and challenging, and this is why customization is so important.

Think about learning a new skill.  It is a leap to learn a new skill and apply it back to the real world.  You have to build that bridge for your sales reps by » Continue Reading.

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October 16th, 2013

Objection Resolution Model: Why is it Important?

objection-resolution

Objection Resolution Model: Why is it Important?

For many salespeople, objections are the toughest obstacle they face in making a sale. Today, it is crucial for sales reps to be able to handle and recover from objections because they are unavoidable. Join us for this video blog post as Andrea Grodnitzky, Senior Vice President, Global Performance Solutions, discusses the purpose of Richardson’s Objection Resolution Model and its ability to establish credibility for a sales rep who can consultatively deal with resistance from a prospect or client.

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