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
October 26, 2015
Aptitude tests have been used for decades to assist companies in growing their teams. The pre-employment aptitude assessment saves a company time, energy, money, and more importantly, ensures the hire is the best suited for the job.... read more
October 20, 2015
Using a sales aptitude assessment to help you make the best hiring decisions possible is one of the most important steps in turning around an ailing sales division.... read more
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
October 5, 2015
In our consulting and training practices, we have run across this situation far too often:... read more
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
September 8, 2015
Stop recruiting blindly; discover top salespeople with certainty through sales hiring assessments... read more
August 31, 2015
With Q3 well underway, B2B sales managers are looking for ways to close out the rest of the year in the strongest way possible.... read more
August 24, 2015
As memorialized in the book and movie Moneyball, Oakland A’s manager Billy Beane revolutionized the way baseball teams selected players through the use of statistics and data analysis.... read more
August 17, 2015
Great companies have great people working for them, but it can seem daunting to fill up a sales roster without paying a fortune in sign-up bonuses, salary, and perks to attract top talent. And hiring based on simple job interviews can be very hit or miss.... read more
August 10, 2015
Pre-employment testing, such as the CPQ Aptitude Assessment, is a must to build a modern, high performance sales team that doesn’t depend on just one or two top producers to drive revenue, but instead works like a finely tuned machine with all parts driving sales.... read more
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
July 6, 2015
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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
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
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
June 8, 2015
While 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
May 4, 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
April 27, 2015
Honest customer feedback is often a key factor in determining flaws in a business process or forming the kind of customer relationships which endure marketplace ups and downs.... read more
April 20, 2015
When it comes to sales performance, no amount of training will turn your highly mediocre sellers into sales superstars. The unfortunate truth is that your under performers probably lack something you cannot teach them—natural sales aptitude.... 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.