10 Steps to Sales Team Improvement in 90 Days

April 5, 2016

I want to give you a gift. I know you want sales team improvement and you want it NOW, so I am going to give you 10 steps that, if executed fully within the next 90 days, will dramatically change your sales operation forever.... read more

Why is Sales Training in Washington DC So Important?

March 29, 2016

Washington DC is one of the most important centers of power in the world. While associated mainly with our federal government and our military command, DC also has a thriving business economy which provides a living to millions in the surrounding area.... read more

Professional development training programs to close sales faster

March 16, 2016

Professional development training programs for salespeople can increase competence in many valuable areas, from closing techniques to instructions on the latest sales technology. I would even say that this is a Golden Age for training, since we have so many different platforms we can use to educate ourselves, from in-person seminars to mobile apps to live streaming.... read more

Executive Training Seminars to Boost Sale

March 2, 2016

Despite the controversies about executive pay in the news in recent years, the truth is that executives receive the highest compensation because they are responsible for the entire direction of a company. The whole weight of success or failure usually rests on their shoulders – at least in the eyes of stockholders and the media. Because of this, their training is especially important.... read more

12 Tips to Improve Sales Team Performance

February 23, 2016

If you are reading this article you likely play a crucial role in your sales team, and are seeking ways to improve performance. Fortunately, by making small improvements to areas such as your hiring process or management style, you can create a more efficient work environment and sales team without tremendous expense.... read more

Business Development Training Courses to Help Your Business Boom

February 2, 2016

It is arduous to develop a business development training course for your salespeople on your own.  While many large companies have done so, we do not recommend this because it is very easy to get quality third party training which saves time, money, and is highly effective.... read more

How a Sales Hiring Assessment Can Save You Thousands

January 26, 2016

These days, any job opening is likely to attract a large number of potential candidates. Pre-screening these applicants can help reduce that number to a more manageable size who can then go forward into a more rigorous screening process.... read more

Want to Set Sales Records? Take the Right Sales Training Program

January 19, 2016

A great sales training program can prepare you for a successful career in sales by giving you the confidence and competence to excel. For sales managers and executives, sales training programs can turn hapless sales people into producers as long as the raw talent is there.... read more

Multiply Your Money on Sales Training Seminars

January 5, 2016

Whether you are a sales novice or an experienced veteran, competence demands continued education. While sales managers are all too familiar with the crusty old sales guy set in his ways, he thankfully is a dying breed as more salespeople recognize the value of regular training sessions.... read more

Every Company Needs a Sales Manager Coach to Soar

December 15, 2015

When sales teams struggle with unqualified leads, missed goals, and lost opportunities, smart sales executives often turn to a sales manager coach for a fix. While coaching lower-level salespeople has big benefits, it makes sense to start with the manager in charge so her renewed motivation can inspire the folks under her towards greater performance.... read more

Why Salesperson Aptitude Rules Success

November 17, 2015

I might sound like a broken record sometimes on my blog, but I will keep saying this over and over again because it is the absolute truth as proven time and time again:... read more

Why Salesperson Aptitude Rules Success

November 10, 2015

I might sound like a broken record sometimes on my blog, but I will keep saying this over and over again because it is the absolute truth as proven time and time again:
50 PERCENT OF SALES SUCCESS IS DIRECTLY ATTRIBUTABLE TO THE PRESENCE OF NATURAL SALESPERSON APTITUDE.... read more

Hiring Alert! A Sales Manager Hiring Test That Works

November 3, 2015

Managerial skill levels greatly influence the ability of a business to drive revenue. If a sales manager lacks skills and the personality characteristics proven to guarantee success for their position, having that person onboard will be extremely detrimental.... read more

Made or Born? Sales Aptitude Importance to Success

October 13, 2015

Sales managers and executives should rely more on personality tests to make hires. The use of aptitude tests for employment purposes begins a new M.O. that builds stronger sales teams and prevents incompetent people from entering your ranks. This article explains how a prescreen sales aptitude test boosts a sales team and the customers it serves.... read more

Why You Fail with Your Current Selling Aptitude Test

September 29, 2015

A selling aptitude test is one of the best ways to filter out incompetent sales people and find those who have the potential to be great performers. We have seen companies completely turn around their sales divisions when aptitude tests were employed to screen out incoming candidates rather than use a revolving door “let’s see who sticks” methodology.... read more

3 Reasons to use Pre-Employment Testing as a Hiring Tool

August 3, 2015

Pre-Employment testing involves the use of standardized questions, computerized scoring, and scientific analysis to predict on-the-job attitude and performance among job applicants. While no system of testing is 100 percent accurate, since they rely on test takers answering questions correctly and honesty, using them is still far better than subjectively picking people because they “seem right.”... read more

Inside Sales Training – Optimizing Your LinkedIn Profile for Supporting Sales

June 29, 2015

LinkedIn estimates that 1 in 3 professionals around the world maintain a LinkedIn profile. Increasingly, the LinkedIn platform is becoming a prime resource for sales professionals and B2B businesses. With an optimized profile and inside sales training best practices, you can capture the attention of customers and potential leads while you build an invaluable source of information to bolster your sales performance. These tips will turn any LinkedIn profile into an inside sales monster.... read more

How to Get the Best from Your Sales Consulting Firm

June 19, 2015

When it comes to optimizing your sales team and boosting performance, a sales consulting firm might seem like the obvious choice. In fact, a quick Google search will net you thousands of professionals and firms claiming that they can catapult your business to the top ranks of your market. But like most aspects of business, sales consulting isn’t a magic pill. These tips will ensure you maximize ROI and get the most benefit from your sales consulting firm.... read more

Boosting the Skills of Your Corporate Sales Team

June 15, 2015

With the sheer scale of many B2B deals, even a single sale can make a huge difference in the bottom line. Corporate sales is a highly competitive field and constantly changing. Staying up to date on corporate sales skills and trends can be the difference between nailing down lucrative multi-year contracts and explaining to the board why numbers are down this quarter. Corporate sales training offers an effective framework for optimizing your sales teams and ensuring performance, even in the most competitive markets.... read more

B2B Sales Tips: 5 Tips for Developing Your B2B Sales Skills

June 8, 2015

B2BAdvertising-e1375477332536While you might think that rocking the B2C sales charts means you could easily jump into B2B sales and go after the big score, they are very different skill sets. If you’re looking to improve your B2B sales skills, these B2B sales tips offer insider secrets for improving performance.... read more

How to Get the Most Out of Your B2B Sales Training

April 13, 2015

Although B2B Sales Training will help any sales team boost acquisitions, speed up the sales cycle and improve add-on business, maximizing the ROI of your training investment is all about boosting training effectiveness. Failure to optimize your sales training approach leads to wasted money and a team of salespeople who think training is a big waste of time.... read more

Stop Wasting Your Money on Sales Training!

March 2, 2015

According to Trainingindustry.com, the total corporate and government training dollars spent in the US in recent years is somewhere between $140 to $170 billion dollars annually, with outsourced sales training comprising about $2.2 billion annually.... read more