Category Archives: sales skills
The Sales Learning Curve: Getting Sales Process, Skills and Tools Right before a Full-scale Product Launch
Over the past 18 months we’ve launched three significant new offerings: Richardson’s Selling with Insights®, Richardson QuickCheck®, Richardson Sales Process Pro®. It is interesting looking back at how we prepared our sales team, especially in light of a very thoughtful and highly relevant article I picked-up from the Harvard Business Review. The article was written by Mark Leslie, the managing director of Leslie Ventures, and Charles A. Holloway, an emeritus professor of management at the Stanford Graduate School of Business in California.
Sales Training Programs: Putting the A back in KSA
“Ability is what you’re capable of doing. Motivation determines what you do. Attitude determines how well you do it.” ~ Lou Holtz
Pressure Creates Diamonds
Corporate Learning and Development (L&D) departments are under pressure to produce results. This is especially true with sales training programs. Training budgets are often one of the first to get cut when times are tough and budgets are scrutinized. While the number of L&D departments that have fully made the transition from training to a performance focus is still less than might be expected, there is certainly a welcome and growing focus on delivering Return on Expectation or ROI, changing behaviors, tying training to business objectives, and positively impacting top-and bottom-line business results.