Evaluating the efficiency and effectiveness of an investment is an essential part of running a business.Since sales are what keep a business running, the return on investment (or ROI) of your sales training is a valuable tool for assessing the company’s performance. ROI measurement is a bit tricky but very…...
Is Your Sales Force Stuck in the 1980s?
Sales is arguably the oldest profession in the world. As long as there are products and services, there will be sales professionals. So, when working in what is arguably the oldest and most practiced profession, why do so many salespeople struggle?The simple answer is that it’s easier for humans…...
Accelerating Your Deal Velocity: Are You Driving a ’79 Civic?
My first car was a used 1979 Honda Civic. Five-speed manual. Cracked dashboard. Brown. She was a beauty. At 60 horsepower, there was no possibility of burning rubber. Yet, my mother relentlessly warned about the dangers of driving too fast: “Speed kills, young man!”In modern sales, it’s the opposite. Deal…...
The 10 Vulnerabilities of Discouragement
Turning an ember into a flame takes skills. But any fool can throw water on enthusiasm.Source - Read More at: leadershipfreak.blog10 characteristics of discouragement that are profoundly insightful . I challenge anyone to read these and tell me they do not ring true. Better still, 7 easy ways to BUILD MORALE. This one needs…...
What is Drive and Why Do I Need a Sales Personality Test to Assess It?
Whether you want to hire new salespeople for your company, or want to improve your current sales team, one of the most important things you can do as a sales manager is determine what it is you are looking for in your ideal salesperson.There are a number of qualities that…...
Top Tips on How to Improve the Sales Performance of Your Team
According to a Hubspot study, 66% of salespeople miss their quotas. This statistic really shines a light on the fact that a lot of sales teams are struggling.Even if you feel your sales team is doing a good job, ask yourself this: “Could they be doing better?”No salesperson in the…...
Use This Word For Word Phrase When Asking For Referrals – MTD Sales Training
How confident do you feel in asking for referrals? If you’re like most salespeople, the answer will range from ‘not very’ to ‘about as confident as a snowman in summer’. How, then, do you build that confidence so it becomes a natural way to gain more business from your current customer…...
7 “Innocent” Habits Of Failing Sales Directors – MTD Sales Training
Sales Directors and Sales Managers rarely get to their positions simply through loyalty or length of time served.They’ve most likely been in the sales world themselves and been an excellent sales person.But this doesn’t mean they will necessarily make it as a manager or director of business.Indeed, there are many…...
5 Skills Every Salesperson Will Need in 2020
The majority of buyers already read three to five pieces of content before talking to a rep. And as time goes on, buyers are only going to consume more content.But not all content is created equal. It's becoming more common to find prospects who've been misinformed or misled by subpar sources --…...
How You Can Avoid My Biggest Mistake as a Sales Manager
When I started managing, I was focused on things such as ...Gaining trust from my teamUnderstanding what motivated each one of my team members to work with me and at the companyEnsuring I knew sales forecasting fundamentalsFinding scaleable training initiativesManaging my time effectivelyBuilding a team-wide vision and enabling team unityDefining…...
10 Things All Medical Device Sales Reps Should Learn In Training 101
Training sessions are often rehashes of what we already know, but, improving sales strategies should always be on your goals list. You don’t need to spice up training or even make it more complex; you need to focus the message and distill key elements from it. Basically - trim the…...
13 Ways to Win your Sports Game and your Sales Game
The key to winning is being great EVERY time. Consistency plays great and pays great. How consistently great are you?Source - Read More at: blog.salesinanyminute.com13 great analogies to remember. Giving thought to what you need to do to improve your game and then repetitive action/practice is what will improve your skill set,…...
The best sales advice I ever got was from a surfer dude.
What we think, feel or say about our idea, product, or anything is largely irrelevant. We do not convince people to buy an idea or thing, but rather we simply uncover and relate to their needs and their needs only. What I had forgotten is that, whether you’re selling backpacks,…...
100 Sales Questions to Truly Understand Your Prospects’ Pain
At the heart of every sale is a thorough fact-find. You’ll want to unearth the needs, the wants, and the desires of your prospect so you can present your products and solutions in a way that will be of benefit to them. And the only way that you can do…...
What to Do When You Get a Tough Objection
It’s one of the most common questions salespeople ask: “How do I overcome a tough objection?” The answer may come as a surprise -- you don’t. When a prospect or customer throws a tough objection your way, your job isn’t to “overcome” it. Why not? Because traditional turnarounds are completely…...
13 Sales Podcasts Every Rep Should Check Out
After a long day at the office, Netflix is usually more appealing than cracking open a sales book or streaming a sales training video on YouTube.Fortunately, there’s a simpler way to learn new sales techniques without having to set aside extra time in your day -- through podcasts.The next time…...
