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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.

Cost to onboard a new sales rep: $29,000, 7 months

Cost to onboard a new sales rep: $29,000, 7 months

April 7, 2015 by

Recent research from the Aberdeen Group finds that it takes seven months and nearly $30,000 to find and onboard a new salesperson. Whether you’re looking to replace a departing rep or expanding your sales force, those are sobering numbers. And for me, the time is more alarming than the money. That’s seven months where existing […]

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Throw them in the deep end

Throw them in the deep end

March 3, 2015 by

Imagine for a moment that your company has decided to pursue a new market for your products — let’s say nuclear engineering. Your salespeople don’t know a neutrino from a Torino. So you ask them to put their heads together to answer questions like these: 1. A neutrino is: A. An electrically neutral subatomic particle. […]

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Who’s the best person to coach sales skills?

Who’s the best person to coach sales skills?

February 24, 2015 by

Let’s suppose that one of your less-experienced salespeople is struggling with sales discovery. So who’s the best person to teach her how to do it? Is it: Her immediate boss — the front-line manager who signs her paycheck? Her boss’s boss — the VP of Sales who knows everything under the sun? Your best discovery […]

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A simple way to make sales training stick

A simple way to make sales training stick

February 10, 2015 by

The last thing a sales trainer wants is to sound like a broken record. Let me say that again. The last thing a sales trainer wants is to sound like a broken record. Just about every trainer knows about the Forgetting Curve — that classic piece of 19th century research which shows that people forget […]

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As sales forces change, is training keeping up?

As sales forces change, is training keeping up?

February 3, 2015 by

In a post last week on Forbes.com, Rapid Learning Institute’s CEO Stephen J. Meyer discussed how the Sales Development function is profoundly transforming companies and the sales profession. It’s largely driven by the rise of online marketing, and is designed specifically around following up on Web-generated sales leads. The idea is to respond more quickly […]

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