August 26, 2016
Most sales managers lack truly effective ways of objectively measuring the potential of candidates, relying instead on their gut feelings when hiring. The cost of investing in the wrong person who ends up failing should make you want to ensure you make the right call the first time — and that takes data you cannot get from a resume or personal interview.... read more
August 25, 2016
Forbes Magazine recently published an article chronicling the ups and downs of a company in the midst of a hiring push. By not getting it right the first time and going through a period of trial and error, this company comes up with a new 3-step approach toward hiring and training that works consistently for them and finds the right candidates for the right jobs.... read more
August 24, 2016
In one of the most famous scenes in the classic comedy “Ferris Bueller’s Day Off,” the clueless teacher played by Ben Stein drones the innocuous phrase “Anyone? Anyone?” over and over again while discussing economic history. All the while the students look on, glazed over, barely conscious, some actually drooling.... read more
August 23, 2016
All city capitals are nerve-centers of activity and commerce, and perhaps the most important capital in terms of power and influence would be Washington D.C.... read more
August 13, 2016
Sometimes the simplest solutions can be the best. Sales executives are always on the lookout for ways to increase business, and sometimes the easiest solution is right in front of you.... read more
August 12, 2016
With the right sales training program in place, your company’s close rate and revenue are highly likely to increase. Finding that particular training program, one that ‘ticks the boxes’ for your business’ unique set of challenges, is another matter entirely. As you might have already experienced, not all corporate sales training workshops are created equal.... read more
August 11, 2016
If you’re like most of us, you may find it a little overwhelming to stay cutting edge — following every web marketing platform coming down the pike would certainly exhaust both your mind and your bank account.... read more
August 10, 2016
In this day and age, possible lawsuits seem to lurk around every corner. There is a reason why most of us have legal on speed dial and know exactly who to talk to — while bottom line profitability is of utmost importance that can come to a grinding halt if your business gets dragged through long and costly legal proceedings.... read more
August 9, 2016
Whether it’s by trying to be as engaging as possible, being focused on interactivity, or providing tips on innovative tools, I am always looking to increase the value and timeliness of my sales training seminars. Sales exists in a constantly changing landscape, and the best sales training seminars should be responsive to that landscape.... read more
July 22, 2016
Some things just get better with time. This is true of fine red wine, fancy cheese or simply a broken-in pair of jeans. However, did you know you can count corporate sales training among them? It’s easy enough to see Read More
July 21, 2016
There is no denying it – corporate sales training works. It’s a forgone conclusion that to remain competitive and to provide your sales team with the tools to meet and exceed sales goals you will need to invest in a Read More
July 20, 2016
Change is inevitable. As time marches on the tried and true gives way to the disruptive and cutting edge. You can either prepare for this or get out of the way. The sales landscape continues to evolve. Mobile technology, social Read More
July 2, 2016
As business professionals, there are certain questions we are always asking ourselves: Are we doing what works? Can we spend smarter? How do we increase sales in a cost effective way? All great questions that deserve smart answers. Many of Read More
July 1, 2016
Our blog followers and our clients know how strongly we advocate for sales aptitude assessments for all sales personnel and prospective hires. Over and over again, we witness firsthand the astonishing results obtainable by placing people in appropriate roles based Read More
June 30, 2016
So you and your company have made the decision to enroll your sales force into a business sales training workshop. That’s great! Now begins the daunting task of choosing the right kind of sales training for your particular business, specifically Read More
June 16, 2016
For those of us in companies that employ a large number of people, the concept of corporate growth will surely be a familiar one. The pressure to increase quarterly sales and make our companies more profitable is a very real Read More
June 15, 2016
For virtually any business that depends on developing sales talent and increasing their customer base, the idea of business sales training workshops will be a familiar one. It is a straightforward and effective way to build upon existing talent and Read More
May 20, 2016
You have likely heard of the names in the title of this post. They are some of the top sales training programs available. There are, however, a few more which are worthy of your attention. You might be familiar with Read More
May 19, 2016
How many salespeople do you know that have a complete disdain for technology? You know, the “I’ve been selling this way since 1962” type.... read more
May 18, 2016
We’ve all heard it before: the best advantage a business can have is a strong, motivated sales force. Effective sales training seminars and programs are essential for improving and motivating that sales force. According to the Bureau of Labor statistics, Read More
May 17, 2016
Something every business professional in virtually every field can relate to, is having to suffer through an excruciatingly boring corporate sales training seminar. We’ve all been there. The kind of seminar you anticipated attending with a positive attitude, ready to Read More
May 6, 2016
In training people how to sell, it is important to distinguish between business to business (corporate) sales and selling to consumers.... read more
May 5, 2016
A sales manager coach is recommended for those seasoned professionals who want to take their performance to the next level with business sales training.... read more
May 4, 2016
What sets the best sales training seminars apart from those which are just ho-hum? Is it the snazzy PowerPoints? The hyperactive sales guru who jumps all over the stage? The coffee and donuts in the back of the room?... read more
May 3, 2016
Government business can keep a business in the black for many years due to the stable income many contracts provide. This makes government business development an extremely competitive endeavor.... read more
May 2, 2016
Sales training seminars are proven to fire up sales teams and get pipelines humming with viable deals.... read more
April 26, 2016
When sales are sluggish for an extended period of time, some managers have a tendency to want to fire most of their salespeople and start over.
Considering the high cost to replace employees with new hires, this isn’t a very good strategy.... read more
April 19, 2016
Sales team improvement should be at the forefront of every sales manager’s agenda. Every mistake and every hire not suited to your culture or even the sales profession itself, can cost a small fortune.... read more
April 12, 2016
It might be time for a boost through a sales training seminar. These short, often one- or two-day sessions, can keep the saw sharp and correct many weaknesses in your salespeople.... read more
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
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
March 22, 2016
If you do business in the Washington DC area, you probably understand some of the unique challenges of dealing with the business climate here – especially when it comes to dealing with the federal government, vendors, and contractors.... read more
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
March 8, 2016
If you have difficulty meeting aggressive sales goals, face increased competition, or have the desire to reach the next level for your sales organization, then professional development training is key.... read more
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
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
February 15, 2016
The idea that anyone can be trained to be a good salesperson is optimistic, but flawed when we examine real life.... read more
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
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
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
January 13, 2016
The development of competent sales personnel translates into better company performance, growth, and revenue.... read more
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
December 22, 2015
How’s business?... read more
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
December 8, 2015
The process of hiring new employees is complicated, time consuming, and expensive. This is especially true when hiring sales staff members, whose skills can make or break a company as they have the direct line to revenue.... read more
December 1, 2015
From the billions of dollars invested in B2B sales training annually, it would seem obvious that it is beneficial. How can you definitely prove that it is paying off in your own firm?... read more
November 24, 2015
Sales team improvement is a challenge when you are not sure where to begin.... read more
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
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
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
You can now have access to the same PROVEN Sales Assessment test over 25,000 companies use to decrease expensive turnover by up to 70%, simplify sales coaching, and empower employees to manage their own time, stress, and career goals.