Blog Posts - Training Sales



3 Ways Video Learning Transforms Good Sellers into Great Sellers

Video learning is a modern solution to sales training challenges. Not only does it enhance learning outcomes and help make the learner’s journey more engaging, but it also solves the practical problem of providing consistent training across geograp...

Training Millennials – Personalizing the Learning Library

Today’s workplace is now composed of a majority of Millennials, along with Gen Xers, baby boomers, and traditionalists. Training millennials presents a challenge for sales organizations, and especially the Learning & Development group, because...

The Millennial Generation in the Workplace – Adapting to the Millennial Learner

In case you missed it, last year marked a significant turn in the workforce. That was when millennials—those born between the early 1980s and late 1990s—became the largest segment of employees in the nation. This boom in the millennial generation...

3 Magic Questions a Sales Manager Must Know

Three Magic Questions a Sales Manager Must Know One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. During any sales opportunity coaching sessions consider asking these three questi...
by Your Sales Management Guru on Aug 18, 2016

Multigenerational Sales Coaching: Myths, Truths, and Key Considerations When Coaching Millennials

Modern sales leaders and managers are often faced with the challenge of providing multigenerational sales coaching. Providing sales coaching to millennials might seem like a particularly challenging endeavor – this is because there are many myt...

The Neuroscience of Sales: Unseating an Incumbent

Competing against an incumbent provider is one of the more challenging sales situations that we encounter.  The existing account holder likely has a stronger relationship with the client, first-hand knowledge of the client’s business, and enjoys t...

July is Sales Leadership Month

July is Sales Leadership Month As a sales leader you must always have a vision and action plans for a rolling six months, this is why July is the perfect month for anyone that has sales management responsibility—so why not name it Sales Leaders...
by Your Sales Management Guru on Jul 6, 2016

Do You Know How to Train a Multigenerational Sales Team?

Move over, baby boomers. You too, Gen Xers. In 2015, millennials became the largest segment of the American workforce, with more than one in three workers being from this generation. Figuring out how to train a multigenerational sales team presents...

What is all this talk about a Sales Process?

What is all this talk about a Sales Process? It occurs almost every time I speak at an event or every initial client visit. Whether your organization is using CRM or not I find that most organizations have not taken the time to define, write out and...
by Your Sales Management Guru on Apr 20, 2016

4 Objections to Sales Training

I have been in sales for many years, well before joining Richardson last August. I have heard my share of objections from prospects and clients, and I thought it worthwhile to share some of the most common objections to sales training. I don’t ha...

Is sales training important for growing your business?

This could be a very short blog post. The answer, in a word, is “Yes.” But let’s look a little deeper into the reasons why sales training is important for growing your business. First, consider these assumptions: Sales professionals drive reve...

Five Tips to Build a Rapport with Prospects and Clients

In my previous blog post I reviewed Why Building Rapport Matters.  As the saying goes, you never get a second chance to make a first impression. So, before you make that next call or meet that next prospect, take the time to think about how you wil...

When Warm and Fuzzy Doesn’t Build Rapport

Building rapport is a fundamental component of any client or prospect interaction. However, it still tends to get overlooked, even though it is a key element in establishing and expanding relationships. Rapport is the first step in Relating, which wi...

Establishing a Measurement Strategy for Sales Training

In my previous posts — How Effective are Your Sales Training Programs? and Order Matters: The Sequence of Sales Training Measurement — I made a business case for measuring the impact of sales training and explained the proper sequence to do so. A...

Order Matters: The Sequence of Sales Training Measurement

Four tips for developing a sequence of sales training measurement In my previous post — How effective are Your Sales Training Programs?  — we made a business case for why companies should invest in sales training measurement. Now that the import...

How Effective are Your Sales Training Programs?

Why Do You Need to Measure Sales Training?  We measure almost everything in our lives. Starting at birth, a baby’s height, weight, and length are measured. Parents count fingers and toes. They count age by weeks and months and, finally, years. In...

Sales Coaching for the Moment of Truth

The B2B buying process has changed considerably in recent years, thanks to digital and social technologies. But, the one constant that can open doors or shut them forever is how well the sales professional performs in the moment of human interaction...

Telephone Technique and Courtesy

RUNNING ONE Day Seminar Training Telephone Technique and Courtesy Undang Rekan Anda dengan Klik tombol di Bawah ini MOHON DI PERHATIKAN!…Untuk Mempermudah dan Mempercepat Follow UP, Jika Berminat mengikuti Training Ini Silahkan Langsung Isi For...

Sales Management & Discipline

Sales Management and Discipline Last week it happened-again. I received a call from a former client that was concerned about the status of their sales team and VP of Sales-it seems that their revenue was off more than $2M over the previous year and b...
by Your Sales Management Guru on Dec 14, 2015

Specific Benefits Come from Linking the Sales Process and Sales Training

When we work with clients to create a common language and sales process, that’s just the start. A process by itself is just a process. It needs to be absorbed and put into practice. It needs to become part of day-to-day behaviors. It needs to be se...


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