Category Archives: sales performance improvement

March 8th, 2016

How Effective are Your Sales Training Programs?

sales training programs

Why Do You Need to Measure Sales Training? 

We measure almost everything in our lives. Starting at birth, a baby’s height, weight, and length are measured. Parents count fingers and toes. They count age by weeks and months and, finally, years. In school, learning is measured by written tests and fitness levels by activity tests.

In sports, we keep score and statistics. Moneyball analysis has become a widely used strategy in evaluating baseball players. When we travel, we measure distance traveled and time to destination using maps and GPS. We wear Fitbits, keep food diaries, and use apps to track calorie intake.

The point is that we track just about everything. Measurement is an integral part of our lives. How can it not be an element of especially when so much is at stake, considering both dollars spent and the potential for performance improvement?

According to recent data, more than 55% of companies spend in excess of $2,000 per employee on training each year (CSO Insights). TrainingIndustry.com reported that, for 2013, the most recent numbers published, companies in North America spent approximately $142 billion dollars on training; globally, the investment in training was approximately $307 billion.

These are significant numbers. So, when someone asks me why they should have a strategy for measuring training effectiveness, my short answer is, “Why wouldn’t you?” How could any organization not grab the opportunity to measure progress made, » Continue Reading.

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September 15th, 2015

A Winning Sales Approach – How Sales Questions are like a Funnel

sales-questioning-strategy

Winning Sales Approach – Asking vs. Telling

Over the past year, I’ve been involved in a number of significant sales training initiatives at Richardson with companies that had first invested heavily in other types of sales performance improvement programs. Each had been trying to make fundamental changes in their sales approach to match the constantly evolving B2B buying environment.

As one of our clients, a recently relayed chemical distribution company’s salespeople had taken another flavor of sales training, and while they liked the training, there was no sustainment of the learning. They weren’t using their new skills or changing their behaviors. Implementation and execution had suffered, and so they approached Richardson for sales training in blocking-and-tackling skills that could help in delivering the expected results.

When I have asked other clients about their experiences and why they’re interested in Richardson’s Consultative Selling Skills, they say things like this: “My guys have been trying to provoke new thinking and ideas, but they don’t have the credibility. They’re 24-years-old and trying to tell executives how they should run their business instead of asking good questions and establishing a meaningful dialogue. They just end up sounding arrogant.”

Age isn’t the issue here; it’s strategy and preparation. At Richardson, we believe that the strategy of telling vs. asking, especially without the proper preparation, can chill many deals. We are, after all, human beings, and we typically prefer a dialogue over monologue.

A consultative selling strategy » Continue Reading.

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March 31st, 2014

Dave Stein 2.0

Dave Stein 2.0

Dave Stein has shut the doors of ES Research Group.  He notified the world on March 15 by posting the announcement on his blog. While he promises to “continue to be active in the sales performance improvement community,” his transition is a milestone worth marking.

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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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