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.

How to get new reps up to speed more quickly

How to get new reps up to speed more quickly

January 13, 2015 by

In a recent survey, sales managers said their biggest challenge is getting new salespeople up to speed. In the survey, sponsored by the sales automation company Velocify and conducted by USC professor Steve W. Martin, 79% of respondents said that the long ramp-up time for new reps was their number-one sales challenge. If a costly […]

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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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