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Exploring the merits of sales simulations – video
Discussing Sales Simulations Some time ago a group of us were discussing the relative effectiveness of sales simulations and whether or not they are underutilized as a training methodology. The...
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New hire sales training – it’s important, it’s underemphasized, it’s different
New Hire Sales Training A short quiz for sales leaders – How much has the buying process changed in your market in the last five years? Question two – Have you taken a serious look at updating your...
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The millennials are coming – what are the implications for sales training?
Millennials – a/k/a Millennial Generation, Generation Y, Generation Next, Net Generation, Echo Boomers – describes the demographic group following Generation X (the cohort that followed the Baby...
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Sales simulations – another look at its benefits
Sales training simulation As you may recall from one our prior posts, we strongly believe in the value of sales simulations as a cornerstone of providing sales training that not only “sticks”, but...
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Sales training lessons from MTV – happy 30th birthday!
Happy 30th birthday MTV! Who would have thought that one of the unintended outcomes of MTV would be forcing us to re-examine the way in which we design, develop, and deliver sales training. If you...
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Medical device sales – Investing in sales training 2.0
Selling medical devices If you have the opportunity to read SPBT’s Fall 2011 FOCUS Magazine issue, you’ll see an article Dick and I wrote about sales training 2.0. Here’s a preview and link directly...
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Sales simulations and vacuum cleaners – two stories of innovation
James Dyson and the Vacuum Cleaner Yesterday, when selecting sales training, those doing the selection often turned to a program they have used in the past. “When I was at Acme we use the XYZ program,...
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Sales person to sales manager transition – A STC Classic
A Classic - '63 Corvette Sales people often are promoted into sales manager positions – primarily based on their sales success. While congratulations certainly are in order, success in these situations...
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Training sales managers to coach – the good, the bad, and the ugly
Sales Coaching We’ve written several blogs on sales coaching. Reviewing the comments, a couple of things pop out. First it is a topic of widespread interest. Second, most people agree that coaching...
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Sales simulations – why sales reps like them
Sales simulations Think back to the sales training programs you’ve attended. It’s likely that the great sales training programs had two characteristics in common – the same characteristics that have...
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Pre-call planning – a missing ingredient
Pre-Call Planning After many, many years of sitting in on sales calls and more than 10 years of providing feedback to sales people in sales simulations, one thing we have noticed is the variability in...
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Training sales managers to coach – the good, the bad, and the ugly – An STC...
A Classic – ’63 Corvette We’ve written several blogs on sales coaching. Reviewing the comments, a couple of things pop out. First it is a topic of widespread interest. Second, most people agree that...
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Sales productivity – the era of the absence of change is over
Sales Simulations In most markets, customers are significantly changing how they do business. In some cases, such as the health care industry, these changes certainly can be labeled transformational –...
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Sales simulations – try one, you’ll like it
Ssales Simulation Historically companies have often used sales simulations as a capstone sales training program for their senior sales reps or their national account group – that is when the program is...
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