Most sales managers, and almost every professional sales training organization, have wrestled with the challenge of trying to prove that sales training will produce results, increase sales productivity, or improve sales effectiveness. Wrestle no more.
Articles for Sales Managers On...
Sales Training
Measuring Sales Training Effectiveness
Stop Selling on Price
In order to move the prospect away from price as a prime consideration, salespeople must be able to articulate what additional value they bring to the offering. But not all the added value is in the product/service you offer.
Getting the Newbie Up to Speed
Breaking in a newbie is like breaking in a new car engine. The more care you take, the longer it will last and the fewer problems it will give you.
Don't Be Afraid to Train
One reason why sales managers are afraid to train is that they're afraid to invest in training only to have their salespeople leave and go to a competitor. This can and does happen but it doesn't mean it has to happen to you. In fact, training may actually stop people from leaving.
