Training your sales force about new products and how to sell them used to mean classes, conferences or one-on-one training. Today, many progressive organizations are looking for their sales team to take e-Learning courses, complete online assessments and take virtual, instructor-led courses. They also want their sales reps to use an iPad or other mobile device for ongoing learning and to support interactions with customers. They need to break through the sales person’s natural resistance to change and appeal to their competitive nature. ” . MORE >>

It’s probably easier to push toothpaste back into a tube than convince sales professionals to attend classroom training. In my previous job with a life insurance company, I noticed that most sales professionals actually dislike training. In most cases they used to attend classroom training sessions only because it was a mandate passed down by senior managers. Why do sales professionals dislike classroom training? With hectic schedules and tough deadlines to achieve targets, who has the time to attend training anyway? MORE >>

It’s a perilous and sometimes chaotic world inside the mind of a sales manager. Take a journey from the “negotiation node&# to the “training video ganglion&# and see just what it takes to master the art of the sale. Online Training sales sales manager sales training salesmanClick image to enlarge). MORE >>

When you’re looking for ways to improve sales effectiveness, chipper but useless statements like “Sell better!” These five steps provide tangible instructions on how to improve sales effectiveness. Improve the sales process earlier in the pipeline. For example, to make the sale, you need to talk to the decision makers. Streamline so that what can be done by others is done by others, saving your valuable sales staff for the actual selling. Make sure your sales team knows that words familiar to insiders aren’t always the words familiar to potential clients. MORE >>

What really works — and doesn’t — in corporate sales training? What do most companies consistently get wrong with sales training? The most common error is probably confusing sales training with motivational speaking. You get these situations where companies will bring someone in to pump people up and think that that’s sales training. So, generic motivational training is not really very useful. What training methods are best practiced online? What does a company have to gain by using training? MORE >>