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

Webcast

Webcast • Sales Training

Research Update: Investment in Salesperson Skill Development

October 13, 2016

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 and job descriptions; in some cases, firms may even recast fundamental assumptions of how their salespeople del

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Webcast

Webcast • Leadership Development, Sales Operations, Sales Training

Sales Talent Assessment: When, Where, and Why You Should be Utilizing a Structured Approach

August 11, 2016

  Will and skill: two ingredients essential for a successful salesperson. Innovations over the past decade help managers drive and measure “will,” but fewer tools offer insight into “skill.” Often sales candidate selection is left to inexperienced field sales

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Webcast

Webcast • Leadership Development, Sales Training, Sales Performance Management

Sales Development: An Emerging Selling Role Driving Sales Productivity

August 03, 2016

  High-growth technology firms are abuzz with “sales development” – a specialized sales role focused in prospecting. Sales development reps (SDRs) concentrate on lead development, outbound prospecting, and moving prospects through the earlier stages of the sales funnel,

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Webcast

Webcast • Sales Operations, Selling Effectiveness, Sales Training

Enhancing Sales Operations’ Role as the Sales Force’s Change Agent

May 27, 2016

  Sales operations functions serve a vital, strategic role in sales organizations – as change agents. Increasingly, sales organizations must restructure deployment models, rethink selling roles and messages, and wring greater efficiency out of existing resources. Sales operations d

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Webcast

Webcast • Selling Effectiveness, Sales Training

Re-boarding the Sales Force: Leveraging Onboarding Principles to Keep Seasoned Salespeople Sharp

April 08, 2016

  Enlightened sales organizations invest in salesperson "onboarding" - a structured effort to speed new salespeople up the learning curve. As our recent research shows, successful onboarding dramatically impacts salesperson productivity and new hire success rates. A newl

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research

Research • Sales Training

Research Brief: Sales Manager Training

April 04, 2016

  This research focuses on how business-to-business firms support sales manager development through training. It surveys the training practices in use, the training topics and managerial competencies deemed important, the effectiveness of various training approaches, and management&rsquo

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research

Research • First Line Sales Management, Sales Training

Research Brief: Hiring Top Sales Management Talent

April 04, 2016

  Sales managers play a vital role in high-performing sales organizations; sourcing and developing effective managers is therefore critical to any firm fielding a sales force. It’s a challenge approached in two ways: sourcing talent from outside the firm, or developing internal tal

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Webcast

Webcast • Sales Training

Research Update: Sales Manager Training

February 25, 2016

  Join us for our latest research insights on sales manager training. The ROI for sales manager training is driven by higher productivity and better retention. In this research initiative we are identifying sales manager training practices in business-to-business firms, and the developme

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Webcast

Webcast • First Line Sales Management, Sales Training

Research Update: Hiring Top Sales Management Talent

January 28, 2016

  Join us for our latest research insights on hiring top sales management Talent. High performing firms find attracting effective Sales Management talent is a critical success factor.    In this webcast, we'll provide a preliminary look at research findings before w

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Webcast

Webcast • Selling Effectiveness, Sales Training, Sales Performance Management

Learn-ablement, a New Approach to Sales Training

October 27, 2015

  In this webcast, SPI’s Directorsof Learning and Enablement will present a new approach for effective sales training that merges these previously disparate management practices into one unified – and more effective – way to train and enable sales professionals. Along w

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