May 30th, 2012

Get More ROI from Sales Training: Overcome Reps’ Resistance to Change

Once upon a time, a savvy sales leader hired a sales training organization to improve his team’s sales performance. His reps learned all the newest sales methods available, and they were all convinced they’d knock their sales quotas straight out of the park for years and year to come.

But then it came time to apply what they’d learned. Sales performance levels stagnated. Quotas weren’t met. Reps either didn’t change, or changed briefly and then reverted to the old way of doing things.

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May 18th, 2012

Tweet Sales Success – Social Selling

By Jim Brodo, SVP Marketing

Using social selling in the sales process to accelerate revenue is a hot topic, but it requires an expert balance of art and science. It also greatly depends on your stage of the sales process.

How effective are you at selecting the right tools and using them at the right time in the sales process — in a way that delivers value to your prospects, your company, and your customers?

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May 10th, 2012

6 Traits for Successful Sales Leadership

Organizations need good management — no argument there. But high-performing sales teams are not a result of mere management. They are fueled by transformational leadership.

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April 18th, 2012

When Stepping in Does More Harm Than Good as a Sales Manager

Written by David DiStefano, President and CEO of Richardson

As a sales leader, what’s your first impulse when you see a member of your sales team in trouble?

If you answered, “Take over and do it for them,” pause and think for a moment. As Lain Ehmann (Selling Power) and Colleen Honan (OneSource) recently agreed:

The hardest part of sales management may be knowing when to step in and when to take a back seat as your reps learn the ropes, particularly in front of the customer. As tough as it is, it’s often critical for the development of individual reps — and your team as a whole — to let them pave their own way.

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April 11th, 2012

Video Blog: How Verifiable Outcomes Can Change Conversations

The use of verifiable outcomes can change the very nature of sales conversations between first line sales managers and their sales professionals. More than talking about a range of activities and lagging indicators of success, they can now focus on the few specific outcomes that are important in the sales process. Join Harry Dunklin, SVP of Richardson’s Sales Readiness Practice for his thought provoking video blog.

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March 20th, 2012

Train Sales Reps to Coach Themselves

By David DiStefano, President and CEO of Richardson

Effective sales coaching has been shown to significantly improve sales performance, but there are limitations to even the world’s greatest coaching practices.  You can’t be with every rep all the time, so what happens when something goes either unexpectedly wrong or remarkably right when you’re not there?  Is that coaching moment lost forever?

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March 16th, 2012

Video Blog: Extraordinary Preparation

If you’re extraordinarily prepared, you can float insights, ideas, articles, and concepts in front of your clients to provide an extra layer of value. Join Andrea Grodnitzky, SVP of Richardson, for a Richardson Video short where she discusses how being extraordinarily prepared can differentiate you from your competitors. Learn more about Richardson comprehensive sales training and performance support solutions at http://www.richardson.com

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