Category Archives: Sales Training
Learning needs are influenced by the selling environment. The current sales environment is demanding, filled with more informed buyers who expect increasing amounts of responsiveness and attention. Sellers need to upskill to meet the needs of their clients and ensure they are generating revenue for their companies.
In a recent interview with Chief Learning Officer Magazine, Richardson’s new CMO, Andrea Grodnitzky, took a moment to provide her insights into the trends that are likely to influence the learning needs of sales organizations in 2017.
Chief among these insights was a need for solutions that respect the time constraints sales professionals constantly face by finding innovative solutions that are as effective as they are convenient. Click here to learn more about 2017 trends in learning and development for sales organizations.
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This is the little-known story of how Albert Einstein changed sales performance forever*. And, though history may not be your thing, this story may help you strengthen your performance next year and beyond.
You have probably heard of Einstein’s Theory of Relativity and how he defined insanity. What is not nearly as well known about Dr. Einstein is that he had a little brother named Bob. Bob sold time shares back in Germany and complained constantly about his goals, his customers, and his performance, so much so that his friends started to call him “Whine-stein.”
One year, after Thanksgiving dinner, as Albert and Bob watched football on TV, Bob begged his big brother for help. Albert promised to study the problem and get back with him before the new selling year began.
Dr. Einstein put his other work on hold and devoted himself to the study of Bob’s sales performance. What he found was that Bob put in the same strong level of effort each year; however, his quota kept increasing, and the external environment kept changing. This was the source of Bob’s frustrations. Thus, Albert Einstein developed what he called “The Theory of Sales Agility.” The theory held that:
For a salesperson to continue to make quota in a dynamic environment, he or she must continually evolve with these changes by committing to perfect one new aspect of client engagement per quarter – focusing on selling more effectively or » Continue Reading.
Video learning is a modern solution to sales training challenges. Not only does it enhance learning outcomes and help make the learner’s journey more engaging, but it also solves the practical problem of providing consistent training across geographically dispersed teams. That’s why it is not surprising to find that it is being utilized more and more frequently in both in-class and online learning environments. Here are a few reasons why video-based instruction is so powerful:
Selling has never been an easy profession. Sellers have always been faced with rising quotas, pricing pressures, new competitors or competitive technologies, and other roadblocks. But now, there are added degrees of complexity, with buyers just a web search away from answers they used to get from sales professionals.
The selling environment, the tools of the trade, and the sales cycle itself have been forever transformed by technology, globalization, and always-on connectivity. Yet, the foundational sales skills remain as relevant as they ever have been: preparation, needs dialogue, consultative selling, and so on.
Research: Aligning Learning and Development Initiatives with Sales Goals
Sales training and sales effectiveness have been a cornerstone of many company initiatives to grow profitable business, increase revenues, and drive efficiencies. What is needed now is for Learning and Development (L&D) to align the competencies of its sellers with the skills to succeed in dynamic environments. This involves the mastery of customer engagement strategies that are able to adapt to where each customer is along the path to closing a sale so sellers can participate in shaping opportunities and positioning their offerings accordingly.
Are companies currently setting up their sales personnel for success? Are they targeting sales competencies that reflect the 21st-century business landscape? To find answers, Training Industry Inc. and Richardson conducted a study in the fourth quarter of 2016: “Aligning Sales Competencies in Learning and Development.”
The confidential » Continue Reading.