Displaying articles, webcast archives, and management tools for the category "Sales Training". Click here to see upcoming events for this category.

Webcast

Webcast • Selling Effectiveness, Sales Training

Your Customer Service Training is Sabotaging Your Sales Training

July 24, 2017

  Twenty years ago, it took a relatively long time to build a bad reputation. Today, with the megaphone of social media, it can happen in seconds. And when it does, all the good will your salespeople have worked so hard to build up will be wasted. Without a consistent approach and mindse

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Webcast

Webcast • Sales Training

Modern Learning for the Modern Sales Team

July 17, 2017

  In the age of Snapchat and YouTube, today’s sales professionals live on their mobile devices to connect, collaborate and learn. Considering people process visuals 60,000 times faster than text, and that adding visuals increases information retention 5.5x, it’s critical that

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Webcast

Webcast • Coaching, Leadership Development, First Line Sales Management, Selling Effectiveness, Sales Training

The Missing Link in Your Coaching Initiative – The Head Coach

June 29, 2017

  Many sales organizations recognize the tremendous value effective coaching can add to their other sales initiatives. Unfortunately, most coaching programs produce little change in the behavior of sales managers. Why is this, and what can you do to ensure your coaching initiative doesn&

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Webcast

Webcast • Selling Effectiveness, Sales Training

When Challengers Fail - Refocusing Sales Efforts to Keep and Grow Customers

June 26, 2017

  What happens when a salesperson accustomed to challenging the status quo becomes the status quo? Like the dog that catches the car its chased, or a gadfly unexpectedly elevated to political power (to wit: our current US political drama), those best at upending the present may offer dub

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research

Research • Coaching, Sales Training

Research Brief: Salesperson Learning Preferences

April 10, 2017

  This research investigates the range of training and development practices utilized by sales organizations. These practices are rapidly evolving in response to emerging technology and the quickening pace of change in sales job content and learning objectives. This study illuminates whi

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Webcast

Webcast • Coaching, Sales Training

Research Update: Salesperson Learning Preferences

April 06, 2017

  Join us for a first look at a recently concluded research on how salespeople prefer to learn, and the effectiveness of various learning delivery approaches. This webcast examines training modalities such as in-the-field coaching, online courses, and classroom instruction, as well as mo

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Webcast

Webcast • Selling Effectiveness, Sales Training, Sales Enablement

Creating and Validating a Sales Content Map

March 17, 2017

  Sales enablement leaders map content investments to crucial buyer/seller interactions. A comprehensive “content map” helps promote cross-organizational endorsement and aligned objectives. This webcast reviews best practices for taking stock of available content, prioritizin

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Webcast

Webcast • Coaching, Sales Technology, Sales Operations, Selling Effectiveness, Sales Training, Sales Enablement, Mobility

Harnessing Mobile Video to Certify Learning Outcomes

March 14, 2017

Sales organizations invest mightily in salesperson training. But these investments are often ineffective, in large part because desired outcomes are not observed, validated, and certified. This webcast explains how mobile video can address these challenges, transforming conventional training a

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Webcast

Webcast • Sales Technology, Sales Operations, Sales Training, Sales Enablement

Establishing 2017 Sales Enablement Priorities

March 02, 2017

  The New Year is an excellent time to reexamine the sales enablement initiatives. This webcast reviews how to craft a coherent sales enablement strategy around practical objectives for 2017, focusing on foundational ideas relevant to firms just starting their enablement journey, as well

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research

Research • Coaching, Selling Effectiveness, Sales Training

Research Brief: Investments in Salesperson Skill Development

January 25, 2017

  Sales forces are change-intensive organizations. With each new shift in market demand or buyer preference, sales organizations may change sales messaging, sales performance expectations, or job descriptions; in some cases, firms may even recast fundamental assumptions of how their sale

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