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

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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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July 26th, 2013

Sales Transformation – No Guts, No Glory

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Sales Transformation – No Guts, No Glory

I read somewhere recently that organizations should consider very carefully whether to undertake a full-blown sales transformation initiative, because of the time, effort and cost involved.

Really?  Whatev! (Sorry, I live with teenagers.)

Yes, perhaps if your basic strategy or business model is flawed, your product has serious quality or value-delivery issues, your service delivery destroys customer loyalty, or your costs or pricing/profitability are grossly out of line, you might plug another hole first, while bailing water.

But before long, you need to address revenue, profit and growth. No organization has ever cut their way to the top. Sales remains the lifeblood of organizational success. As the old adage goes, “Nothing happens until someone sells something.” I simply have a hard time imagining a more worthy corporate endeavor than transforming your sales force into a more effective, well-oiled machine.

And I’m not talking about 3 or 5 percent incremental improvements, either.

Aim Low, Hit Low

You’ve probably heard the quote that we use only a small portion of our brain’s potential capability, right? I’d argue that generally-speaking, we’re in the same boat with our sales effectiveness.

Perhaps you’re thinking that so many organizations are already doing extraordinarily well at growing sales year-over-year, that sales transformations aren’t necessary? I do know this is true in some specific cases. Some organizations are doing quite well;  have already taken a » Continue Reading.

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June 17th, 2013

What Sales Leaders can learn from the US Open at Merion

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As a global sales training company headquartered in Philadelphia, this past week was quite exciting with the 113th US Open taking place at Merion Country Club in nearby Ardmore. First and foremost, congratulations to Justin Rose on a great victory and thanks to the USGA and all of the players for a very memorable event.

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May 22nd, 2013

Top 10 Disruptive Sales Technologies

disruptive-sales-technologies

Top 10 Disruptive Sales Technologies

Cloud computing has given us “software as a service,” disrupting the previous business model of selling suites of software to be installed on individual computers or network servers. The cloud has disrupted the market for storage. And if you even remember the once-ubiquitous floppy, is it the 3.5-inch, the older 5.25-inch, or the original 8-inch disk that once littered your desk?

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