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

Webcast

Webcast • Coaching, Sales Training

Fire Your Coaching Model

February 21, 2014

  Many firms consider sales coaching important, but remain unsatisfied with their coaching model. In fact, basic approaches to sales coaching have often been in place for decades, despite their lackluster impact. Management training reinforces poor-performing coaching approaches, guarant

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Webcast

Webcast • Sales Technology, Sales Operations, Sales Training, Analytics, Sales Performance Management, Mobility

New Salesperson On-boarding and Enablement Best Practices

December 20, 2013

New salesperson onboarding programs address a productivity-killing problem for all sales forces: getting new sellers up to speed. Effective sales leaders are addressing onboarding with a range of tools, including new ways to measure onboarding success. This webcast presents best practices in sale

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Webcast

Webcast • Sales Process Management, Sales Technology, Selling Effectiveness, Sales Training

Research Update: Enabling Sales Methodology through Technology

August 09, 2013

Deploying a consistent selling approach is an important priority for many sales organizations. Technology represents a potentially valuable tool for communicating, reinforcing, and driving adoption of sales methodology. This Sales Management Association Research Initiative investigates how compan

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Webcast

Webcast • Sales Technology, Sales Transformation, Selling Effectiveness, Sales Training

Helping Your Sales Force Break Through the Status Quo Barrier

May 30, 2013

Your biggest competitor is not who you think it is. When 60% of sales are lost to no decision, moving customers off the status quo is key to increasing sales effectiveness and closing more business. Join the Sales Management Association for this Brainshark-sponsored webinar featuring T

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Webcast

Webcast • First Line Sales Management, Selling Effectiveness, Sales Training

Replicating Top Performers’ Sales Success

April 24, 2013

Sales organizations that replicate their top performers’ strengths establish effective practices throughout their sales organization. This webcast focuses on how to identify teachable traits embodied by your best salespeople, and how to promote those traits throughout your organization usin

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Webcast

Webcast • Sales Technology, Sales Training, Sales Enablement

Case Study: Sales Enablement at Splunk

April 17, 2013

Splunk (SPLK) is a leader in "big data," a fast-growing and quickly-evolving market. Splunk's recent IPO and impressive growth are due in no small part to its sales organization's speed and agility. Splunk supports its sales force with a sophisticated enablement strategy using p

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Webcast

Webcast • Selling Effectiveness, Sales Training

The Perfect Sales Call: Creating Value Customers Will Pay For

April 05, 2013

Are your messages resonating with your prospects and customers? What value or insight do you bring to a sales call? Would they write you a check after a sales call? Many organizations are challenged to differentiate not only what they sell, but how they sell. In this webinar we outline an ap

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Webcast

Webcast • Strategy & Planning, Leadership Development, First Line Sales Management, Sales Training

Six Emerging Trends in Sales Force Effectiveness for Sales Managers

February 24, 2013

The past few years have unlocked unprecedented innovation in the areas of sales force effectiveness. More than ever, sales managers have tools at their disposal to help them improve the productivity and success of their sales teams. In this webcast, we discuss six emerging trends that could be th

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Webcast

Webcast • Coaching, Sales Technology, Sales Operations, Sales Training

Game On! Why Top Sales Teams Will Coach and Gamify in 2013

January 31, 2013

Cash incentives alone are not sufficient to drive sales force adoption of critical behaviors, tools, and training. Leading sales organizations are turning to "gamification" - the integration of game dynamics – to enhance coaching plans and foster salesperson engagement, and create

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academic research

Academic Research • Strategy & Planning, Leadership Development, Sales Training

The Role of Top Management in Developing a Customer-Oriented Sales Force

January 02, 2013

Subhra Chakrabarty, Gene Brown, and Robert E. Widing II

Reprinted with permission from The Journal opf Personal Selling and Sales Management. A national random sample of industrial salespeople was surveyed to examine the effects of salespeople’s perceptions of top management long-term orientation, top management emphasis, and top management

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