Companies spend billions of dollars each year in training people on sales and … [Read more...]
Tag: Sales Training
Not Worth The "Paper It's Written" On
Performance Metric Friday -- Personal Development Posted on December, 2011
As we finish the year and get ready for next year, it's time to look at our … [Read more...]
Let's Put An End To Product Training! Posted on December, 2011
I can already hear the distress from product managers and product marketing … [Read more...]
Are We Doing The Right Job In Training Sales? Posted on December, 2011
A colleague, someone who's been at the top of his game in sales training for … [Read more...]
We Are Who We Hire Posted on October, 2011
The other day I received a call from a troubled CEO. He ran a small company. … [Read more...]
Performance Management Friday -- Getting Personal Posted on October, 2011
For this week's Performance Management discussion, I'm shifting gears quite a … [Read more...]
Innovation And Improvement -- Whose Job In Sales Is It? Posted on October, 2011
Before I jump ahead, let me first tackle the basic notions of innovation and … [Read more...]
Critical Closing Skills Posted on September, 2011
Every once in a while a sales manager calls me, "I have a sales person who can't … [Read more...]
Performance Management Friday -- Funnel Balance Posted on September, 2011
On previous Friday's, I've written about Ideal Pipeline Volume, Flow/Velocity, … [Read more...]
Why Do Sales Managers Exist? Posted on August, 2011
I know, I know, this title will create a deluge of comments from sales people … [Read more...]
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