Why Sales Managers Struggle with Coaching
OCTOBER 11, 2016
If you’re a sales manager, you’re living proof that this is often far from the truth. Lots of companies take their top performing sales reps and turn them into sales managers at some point in their careers. These new sales managers have to then transition their role from the doer (selling products) to the teacher and coach (managing sales reps).
Reluctant Sales Reps? How to Show them the ‘Why’
SEPTEMBER 13, 2016
Have you ever encountered sales reps reluctant to take training? They might be used to working a certain way and don’t want to learn your new sales process or add another product to their offerings. Trainers and sales managers are frustrated, and the C-suite wants to know why the numbers look bad. And herein lies the problem when talking about sales reps.
Competencies aren’t Enough: How to Help Sales Reps Win
JULY 19, 2016
Early this year, I attended a conference for medical device sales training professionals. Having the right competency model in place is critical for sales reps and account managers. Competency models are hard to get right, so it’s not surprise that so many sales training functions spend a whole lot of time making and revising them. I was wrong! Let me explain.
5 Ways Serious Games Can “Level Up” Your Sales Reps
JANUARY 28, 2015
Sales people live in the moment. Salespeople probably have the most single-minded focus of any role in your organization: activities that are directly linked to making a sale are top priority and everything else is just details. As an L&D professional, you know that knowledge and skills are vital to building a successful sales organization. Sales associates average over 3.5
Learning Insights Guide 2017: Progress with Purpose
a massive uplift in sales for the new. and sales when they make different. the point of sale to see how we use tech in real life. NEXT YEAR" Gather examples of how social interaction, whether online or offline, led to. from YouTube or Pinterest, for example. skills from sales and marketing to promote. GAP BETWEEN LEARNING AND. PERFORMANCE – BETWEEN. about.
Squeezing More Out of Sales With Three Simple Words
NOVEMBER 15, 2016
What you really want to do is guide the sales conversation toward an agreement that’s a win for both parties. Examples of “No, but if…” in Action. For example, imagine a customer that asks “If I put in a two-month order, can I get a bigger discount?”. Seems like the sale is made, right? If you are a sales manager or other executive in charge of a sales team, you may also want to try introducing your team to this method. If you sign up for a trial of Thinkzoom , you’ll have free access to the video, plus many more on sales processes and tips.
4 Ways to Supercharge Your Sales Managers
JULY 26, 2016
New sales enablement products and platforms seem to pop out of the woodwork every day. They all promise essentially the same things: that they will help sales reps articulate value, stay on message, close more deals and stick around longer. But what about sales managers? A great sales manager can be the difference between a high performing rep staying or going.
3 Adobe Captivate E-learning Examples
SEPTEMBER 15, 2016
Let’s see a few sample e-learning courses developed by CommLab India using this very tool. Click the image to view a sample e-learning course on software application training.). It starts with a short video of a senior manager asking two of his sales executives to schedule an urgent meeting. Click the image to view a sample e-learning course on Pharmacokinetics Training.).
How Gamification Amplifies Your Sales Training
JUNE 27, 2016
One industry where gamification is most effective is corporate sales training. With gamification, you can create a realistic job environment in your online sales training. For instance, you can have a game where you simulate a sales meet with a hard to convince client. This helps them manage real sales encounters effectively. Training Solutions Sales Training
How does customizing of learning help to improve competencies?
NOVEMBER 13, 2015
In its sales and service agreements, the MNC was contractually bound to provide its customers with its own pool of technical advisors (TAs) and technical directors (TDs). What do conglomerates with highly complex product lines do to keep people charged on gaining skills? How can the issue of crunching voluminous data be addressed? Are there ways to simplify complex procedures?Businesses
Is Your Sales Enablement Sustainable?
OCTOBER 27, 2015
Most sales training professionals will tell you they are working within a “new normal” these days. The end goal of sales training should be to equip sales reps to be a trusted advocate for their customers. When sales reps partner with their customer and invest in their shared success, the buyer and seller both win. Sales Training sales enablement
Deeper eLearning Design: Part 4 – Examples
AUGUST 10, 2015
Here we’re talking about the role of examples in learning, and we’ll continue on through emotional elements, and finally putting it all together. Examples are a part of learning, as we know, and learning design is, or should be considered complex. So too with examples, we tend to treat them as easy to write. However, an example that is missing the nuances, the details that make them work, can be as useless as nothing at all. To do examples right, you need to understand what their role is in the learning process, and ensure that you are addressing the subtleties.
Is Your Sales Process a Second Language Yet?
JULY 23, 2015
Last week, a colleague asked me what sales process I use. My sales process feels more like a second language… though I’m still working to master it. What about your sales reps? If they aren’t using a sound sales process or sales language, then they aren’t driving the revenue you could be realizing. Take Cisco for example: Their use of games drove an 86.6%
Can Your Sales Training Hit a Curveball?
NOVEMBER 7, 2016
As a result, sales veterans and higher end performers are often left out of learning plans to address more pressing issues like on-boarding or large scale change initiatives. Should learning leaders invest in this group, and is there a more effective strategy to increase the skill of senior, experienced sales leaders? To answer the first question, yes. The hitter has about 0.53
Is your annual kickoff meeting killing your sales enablement program?
APRIL 26, 2016
Still counting on event-based training for sales enablement? We know that a solid sales enablement strategy involves a delicate balance of the knowledge, skills, materials and process expertise necessary to win deals, faster. The following is an excerpt from “ Enabling sales at scale ” that briefly explains how your sales training can (and should!) There’s a better way.
Guided Learning for Effective Sales Training
OCTOBER 25, 2016
Sales personnel often have to sell several products. New or inexperienced sales representatives need continuous guidance from their superiors on how to deal with clients and sell their products. But, being tied up with busy schedules, sales representatives cannot take out much time for training given by their superiors. How to Implement Guided Learning in your Sales Training?
5 E-learning Solutions to Enhance Your Sales Training
JANUARY 31, 2017
Training is a continuous process and nobody realizes this better than sales managers who need to constantly train their sales personnel on new products and improved sales techniques. Sales managers are now realizing that conventional sales training such as classroom or instructor-led training is not bringing the expected results. Training Solutions Sales Trainin
How to Impart Training that Maximizes Your Sales Revenues
AUGUST 30, 2016
Why do some companies succeed in getting huge sales revenues, while others fail to achieve their sales goals? Well, most successful firms focus on one key element of effective selling – imparting effective training to their sales force. The report also states 63% of well-performing companies are likely to invest more in training their sales force than the rest.
7 Tips for Millennial Sales Training Success
APRIL 14, 2016
In fact, a few years back I was held captive in a three-day public workshop put on by a well-known, national sales training organization with whom I was partnering. I just couldn’t take one more monotonous minute listening to the trainer drone on as he slogged through a 200-page consultative sales process manual. Sales recruiting is already a daunting task given old stereotypes. To be most effective at sales training, L&D professionals need to understand the 20 and 30- something mindset. Repeat sales messaging often and in different modes.
5 Good E-learning Examples Created Using Lectora Inspire
SEPTEMBER 13, 2016
1 Let us now look at 5 examples of online courses developed using Lectora Inspire. Sales Process 1. This scenario-based online learning example uses the features of Lectora Inspire to provide a “flip book-like” experience to the learner, which goes a long way in explaining the learning content in an interesting manner. Word Scramble 2. Source: madhurimagr.
5 Tips to Boost Your Sales Training Effectiveness with E-learning
SEPTEMBER 13, 2016
Corporate trainers are always on the lookout for effective ways to boost their sales training programs. In fact, according to the Training Industry 2015 report, “ an estimated $751,542 was invested in their sales training. ” What reasons call for so much money to be invested in sales training alone? So how do you improve the effectiveness of your sales training?
Microlearning for Sales Training: 4 Teachable Moments
MARCH 7, 2017
For example, when someone reads about a fatal car accident, he becomes receptive to learning how a seat belt can save his life. Can teachable moments be used to train your busy, mobile sales teams with short attention spans? Through microlearning , you can create ‘ teachable moments ’ in your sales training. Scenario-based Sales Simulations. Animated Sales Videos.
Foot in your mouth again? Polishing ‘soft skills’ is the difference between a sale or no sale
JULY 20, 2016
Well-polished soft skills are crucial: the difference between a sale or no sale. That’s why soft skills training trumps any other—product, technical, process or otherwise—because if there’s no sale, there’s no business. Polishing ‘soft skills’ is the difference between a sale or no sale appeared first on Learnkit. Or maybe you are that guy? No one has to know!
Can You Prove That Training Directly Increases Sales Revenue?
NOVEMBER 9, 2015
Or, to restate without using so many three-letter acronyms: What if you could tie training data directly to sales revenue? Would interest in completing training increase if it you could show that certain types of training enabled more sales? The key is to determine your target training audience and your training agenda, based on the sales results you want to achieve.
4 Ways to Assess the Product Knowledge of Your Sales Team
JUNE 20, 2016
According to ASTD State of Sales Training report, product training is the most frequently delivered training to sales people. A Training Industry survey also reveals that most of the sales training received by sales people is about the product. Sales Simulations. After the training, they wanted to test the knowledge of sales reps through game-based assessments.
What Kind of Training Do Sales Managers Really Need
AUGUST 26, 2016
and, “Why should I care if I’m a sales manager?” If you’re a sales manager, particularly a new one, you definitely should care because effective sales management is bigger than just “coaching.” Second, they help sales managers concentrate on dialog, in other words, on good interpersonal conversations. Our experience reveals that at least 95 percent are about individual sales, which leaves 5 percent for other types of coaching interactions. Second, sales managers need more guidance on when, why and where to have these “sales” coaching conversations.
4 Training Models That You Can Adopt to Support Pharmaceutical Sales Reps
JULY 28, 2016
The job of Pharmaceutical sales representatives is unique compared to the sales reps of other industries. So it is obvious that the industry now needs highly knowledgeable reps who are not just trained on the products but also on diseases, so that they can engage in effective conversations with the doctor, making more sales. Training Solutions Sales Training
Top 3 Sales Training Trends 2017 – Are You Ready for Them?
JANUARY 17, 2017
Sales training budgets are no different, so it is a case of continually doing more and more with fewer resources. If you are currently putting together a sales training strategy for 2017, here are three trends you should not ignore. #1 This will be possible when companies: Provide sales reps with access to the right data at the right time. Training Solutions Sales Trends
How Game-based Learning Scenarios Work For Sales Training Managers
AUGUST 22, 2016
If you feel your sales reps are leaving you, then it’s time to hone your managerial skills. For example, you face a scenario where you are responsible for hiring a sales rep and by the end of the recruitment process, you are left with two hire prospects. Every scenario involved several connected Spinnaker topics that affected their sales and profit evolution.
How Games Drive Sales Enablement (Webinar)
JUNE 21, 2016
This is why so many sales training professionals have started to implement games into their sales enablement programs. Today’s sales trainers are pairing games with mobile reinforcement and microlearning to help sales reps be successful. Most sales enablement programs use blended learning to combine games, mobile, eLearning, video, roleplay and in-person coaching.
Arming Your Sales Force with Content and Tools
OCTOBER 17, 2013
Today’s customers expect a sales consultant who recognizes their needs and wants, provides a range of solutions, and guides them through the selection and purchasing process. With mobile technology like the iPad, organizations can now arm their sales forces with the content and tools to meet customer expectations and provide remarkable experiences.
Video-based Learning: An Effective Tool for Sales Training
SEPTEMBER 23, 2016
As part of their job, sales representatives use their skills to convince customers to buy their products. Like any other skill, sales reps acquire this skill through years of experience and continuous sales training. But, when it comes to sales training, there are certain challenges that have to be focused on. This is possible by video-based learning.
LMS Vendor Eyes Only: 10 Tips to Boost Sales
JULY 11, 2016
With almost 700 LMS vendors in the world, competition for every sales opportunity is fierce. years, I have leveraged that software sales experience as an independent LMS selection consultant. It has been fascinating to observe the range of sales skills, styles, tactics and habits. LMS Vendor Sales Tips. Want More Intel to Boost Your LMS Sales? For the last 2.5
Sales Managers: Get More out of the Time You Have in the Field
FEBRUARY 12, 2016
Most sales managers get to spend 50% or less of their time in the field with reps. But researchers have concluded that time spent managing the sales team has the most impact on sales. And if you want sales reps to improve, you need to help them develop good habits over time. Here’s an example: Source. Effective coaching leads to new behaviors. Good questioning.
5 Killer Tips How Gamification Can Turbocharge Your Sales Onboarding Process
AUGUST 15, 2016
to impart effective sales training. For a sales onboarding process, gamification serves the following purposes: Long term performance improvement - inspires better performance as employees experience individualized motivation. 5 Killer Tips for Using Gamification During the Sales Onboarding Process. Still Doubtful about Gamification for Sales Onboarding? Make it Happen!
Keeping with Your KPIs: eLearning Sales Training
DECEMBER 10, 2014
When designing an eLearning course to boost your client’s sales performance, what is the first step that comes to your mind? Who are the sales persons? What is the client’s sales expectation in a given quarter or a month? While this strategy is worth its weight in gold, in many circumstances, in particular sales, training will NOT benefit from your option A strategy.