Research-based and field-tested sales training ideas that help you develop your team so they can prospect more effectively, close more sales, retain more customers, deliver more value and earn more money.

Sales training: The business case

Sales training: The business case

December 3, 2014 by

I hope you’re as excited as I am that we’ve finally arrived at The Most Wonderful Time of the Year — the time when we’re all making up our annual wish lists and hoping the big guy with the toys signs off on them. I’m speaking, of course, of Budgeting Season. I hope your list […]

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What are you going to do with all that money?

What are you going to do with all that money?

November 19, 2014 by

If it seems like it’s getting harder and harder to get funding for your training programs, you’re not crazy. And the culprit may be Wall Street. According to Training Magazine’s most recent report on the training industry, spending on training has declined by 7.2% since 2011. Over the same period, stock prices have increased approximately […]

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Can salespeople become good sales managers?

Can salespeople become good sales managers?

November 5, 2014 by

Why is it so tough to develop a salesperson into a good sales manager? There are lots of theories. It’s been said, for example, that great salespeople are too egotistical to manage others. They aren’t team players. They’re too quick to jump in and save the day rather than coaching a rep through a challenge. […]

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Training sales reps on pipeline management

October 15, 2014 by

In a previous post, I reported the results of a survey we conducted which suggested that pipeline management is top concern for sales managers. Today I’d like to share some research on sales pipelines from Vantage Point Performance, which consults with sales organizations on this very issue. Specifically, there are two findings from their research […]

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