Category Archives: Sales Transformation

September 30th, 2013

Sales Training Programs: Mission Impossible or Mission Accomplished?

Sales Training Programs: Mission Impossible or Mission Accomplished?

Let’s face it.  For learning and development leaders without a sales background, being assigned to develop sales training programs can feel like the kiss of death.  Even for seasoned sales training leaders, it isn’t a walk in the park.

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September 18th, 2013

10 Factors that Drive Sales Performance

What-Drives-Sales-Teams-to-Perform

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

Part three of our series on applying key practices in learning and development to drive sales performance.

Just like people and snowflakes, no two companies are alike. And by extension, no sales organization is identical. And before you ask, there is no magic bullet formula to set your sales organization on the right path or cure all ills. There are too many variables, both internal and external, to be considered.

So when asking the question, “What drives high performing sales teams?” you can certainly expect different answers, or at least differing priorities, among a range of responses. However, there are best practices and principles to guide you on your way towards improving your salesforce. Following is a list of our top 10 areas that contribute to driving – and if done poorly, draining – sales 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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August 9th, 2013

Video Blog: Insights on How Marketing Contribute to SunGard’s Successful Sales Transformation Initiative

sales-transformation-suntrust

Insights on How Marketing Contribute to SunGard’s Successful Sales Transformation Initiative

Sales and marketing alignment is vital when establishing a solid content marketing strategy. Content is not there for only marketing to use and publish, but also exists to enable a sales team to go out in the field and speak to their customers in a meaningful way. Many companies are trying to train their sales organizations to provide insights in order to add value to the customer conversation.

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August 7th, 2013

Success Story: Making Sales Training Stick and Extending Knowledge Retention through Mobile Gamification

Success Story: Making Sales Training Stick and Extending Knowledge Retention through Mobile Gamification

“How do we make sales training stick?” That question keeps many learning and development leaders (as well as senior executives) up at night. You want your efforts to train your employees to take hold and be leveraged in their work, not wasted as a moment-in-time intervention. Here is an example of what one company did to help its leaders sleep more soundly while improving their sales reps’ performance.

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