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. We commonly see sales managers who: 1.
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. And herein lies the problem when talking about sales reps.
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. Serious Games and Sales Reps: A Perfect Fit.
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. Let’s use the common sales competency new account acquisition as an example.
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.
4 Reasons Instructor-Led Training is Killing Your Sales Potential
APRIL 27, 2017
Staying on top of market trends, needs, insights, and news is key to maximizing your organization’s sales potential. As a result, sales teams weak on knowledge don’t get far – even if the rest of their skillset is outstanding. That’s the second way ILT kills your sales potential.
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?
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. Sales but if no sales
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.
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.). Click the image to view a sample e-learning course on Pharmacokinetics 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?
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. The post Is Your Sales Enablement Sustainable?
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? Take Cisco for example: Their use of games drove an 86.6% Sales Training Serious Games
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. How to Implement Guided Learning in your Sales Training?
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. Deeper eLearning Design: Part 4 – Examples.
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. The curveball, for example, is arguably the hardest pitch to hit, even for Major League Baseball players.
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. There’s a better way.
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. Train reps on your sales process .
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 personnel need up-to-date knowledge and that too on demand, and at critical times.
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. Training Solutions Sales Training
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. 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 e-learning module, a fine example of the gamified online course development capabilities of Lectora Inspire 16, engages learners very effectively.
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.
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.
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? Scenario-based Sales Simulations.
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. But the real challenge is, how do you train these busy sales reps? If all this knowledge is imparted at once, it can become overwhelming to the sales rep.
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? Tie your LMS to your CRM to increase ROI.
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.
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.
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 Training Solutions Sales Trends
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.
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. Your goals, brand and sales channels will also impact where you should invest.
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.
3 Best Practices for Retail Sales Training
MAY 15, 2017
In the world of retail sales, things happen quickly and every minute counts. For example, instead of teaching the background of communication theory, teach one concrete way to make a personal connection with a customer in the first 15 seconds of meeting.
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.
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. Still Doubtful about Gamification for Sales Onboarding?
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.
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? Sales KPI’s have made your life easier.
How to Create Microlearning Courses Your Sales Reps Will Never Forget
JULY 10, 2016
How can you emulate these characteristics in your online training for your sales representatives? The answer is short and simple; microlearning which offers short bits of knowledge to your sales representatives in their time of need. Microlearning to Maximize Pharmaceutical Sales.