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Blog Sales Enablement Sales Management sales training

Dynamic Training Is Turbocharging Sales in 2018

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What do personalization tech, social networks and content portals all have in common? User-directed action. All three represent the large-scale culture shift away from undifferentiated, mass-market broadcasting and toward greater individual control over the speed, form and scope of content they interact with on a daily basis.

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b2b sales Blog Sales Management sales training

How To Coach Your New Sales Rep To Build An Account List

coach-sales-rep-new-account-list.jpgWhen you add new sales reps to your team and don’t have an account list ready for them to start calling on, it doesn’t mean they have nothing to do. In fact, they can start building a leads list on their own leveraging your existing customer base and toolset. Here are six steps to help your new hires get started from day one without an accounts list.

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Blog sales training

What 300 Enterprise Clients Taught Us About Sales Skill Adoption

Every year we analyze our client performance data to determine any new trends or derive patterns that accurately predict how successfully a program will aid in behavior change. After many client engagements around the globe, we found several key factors that drive behavior change and adoption. Here are the top five:

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Blog Sales Enablement sales training Social Selling

The Direct Correlation Between Learning Behavior And Sales Results

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A passion project of mine has been working with customers to empirically prove that sales professionals who are willing to learn new skills and apply what they’ve learned in the market are most likely to outperform their peers.

Along this journey, we’ve begun combining our learning behavioral information (data gathered from our Learning Management System) against the CRM data of each of our customers. In between the correlation between learning behaviour and revenue is action – also known as digital activity. An example of this action indicator is LinkedIn Social Selling Index (SSI), content sharing from your employer advocacy tool or the acceleration of new contacts in your CRM per account (drawn from social media platforms like LinkedIn or Twitter).

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Blog sales training Social Selling

Sales Training Adoption Leads To Higher Quota Attainment [Roundup]

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Whether you or your organization is thinking about implementing a new sales methodology, technology or training, one key driver for success will be adoption.

In this week’s roundup, we’re focusing on enabling your sales organization through sales training. We’ve included articles on how social selling adoption rates impact quota and why sales training sucks.

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Blog sales training Social Selling Tools

Social Selling: There’s No App For That

Social Selling Tools Aren’t Enough

As social becomes a more dominant form in the prospecting process, sales leaders must remember that without the proper mindset, these tools are going to get you nowhere.

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Blog Sales Enablement sales training

Making Learning Stick: How Xerox Designs Unforgettable Sales Training

Yesterday morning I couldn’t remember where I put my keys, but I still remember what movie I went to on my 16th birthday and that was a LONG time ago.

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Blog Sales Kickoff sales training

How To Plan The Perfect Sales Kickoff [Checklist]

Perfect Sales Kickoff

From planning to execution, your sales kickoff is one of the most critical events for starting new initiatives. 

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Blog Hiring Advice sales training

3 Pillars For Rolling Out Skill-Based Training For New Sales Hires

skill based training new hiresI’d like you to picture that you coach a sports team. You’ve been hired after the annual draft, and need to start assembling your final roster during training camp. How do you think the most successful coaches would approach training camp?

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Blog sales training

7 Pieces of Sales Training Advice That Will Change (Or Save) Your Career

If a training effort is siloed without accountability, measurement and buy-in from senior leaders, it’s bound to crash, burn and often take a hefty sum of money with it. This lack of success can also be damaging to companies, teams and individual career paths.