If you’re like the average B2B sales organization today, you’re probably clinging for dear life to an organization-wide performance metric of ~80% of sales target. Most markets are seeing rapid, dynamic changes in the disposition of their prospects, number of competitors, and what customers require...
What separates elite performers from the rest of the field? How long did it take Mozart and Picasso to achieve “world class” status in their respective crafts? Are certain people born with a certain “it” factor that sets them up for lifelong success? These are...
Many senior leaders don’t fully appreciate the complexity of creating a truly effective sales training program. Repurpose this blog post, pull some creative ideas out of a best-selling book, put it all together in a pretty slide deck and you’re done, right? How hard can...
Quick question: Who has the shorter attention span… a 7th grade boy or an 8th grade girl? We’ll get to that in a minute. For now, let’s reflect back to when we were that middle school boy or girl. Try to remember what it was like sitting at...
Supporting, compensating and retaining top sales performers is an expensive endeavor. Reps who consistently perform at a high level are often the beneficiaries of costly training programs, additional administrative resources, generous compensation plans, and performance-based incentives that their peers may not qualify for. While these...
Most instructor-led sales training programs focus on equipping sales reps with the specific selling knowledge and capabilities that they need in the field – the “hard skills.” Hard skills are the default setting for most live training events because they are easy to model, simple...
Understanding the true capabilities of your sales force is critical, whether you're a startup company scaling a new product, or a Fortune 100 firm driving incremental gains. However, most organizations incorrectly assess the abilities of their salespeople by reviewing past performance or examining the health...
Imagine you’re the founder of a startup software company that just received its first round of venture capital funding. When the champagne is gone and the party is over, you’re faced with a very real challenge – how the heck are you going to live...
Solving the Problem of Sales Training ROI Developing a training program that is both impactful and a high-quality learning experience is a critical part of operating a top-tier sales organization – it can also be very, very expensive. The traditional live, instructor-led training event requires a...
Having trouble making your sales training concepts “stick”? Here’s the step you’re missing. If you’re like most companies (94%, to be exact) you’re investing a substantial amount of time, money, and resources into some form of sales training. In fact, about half of all companies spend...
