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Stop Selling on Price

The price objection is the curse of every salesperson’s life and yet, as sales managers, we do little to help our people deal with it effectively. Despite what we seem to believe, unless you’re involved in transactional or commodity-type sales where price is the be-all and end-all, price is NOT the primary factor in the […]

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Measuring Sales Training Effectiveness

You’ve seen those enticing ads in magazines or on the Internet claiming you can double or even triple your sales overnight if you purchase their sales system or take their training. Don’t believe them! Anyone who makes those claims is making just that, a claim, and probably an unsubstantiated one at that. Most sales managers, […]

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Getting the Newbie Up to Speed

What with the shortage of experienced salespeople these days, more and more sales managers are finding themselves forced to hire “newbies” "” people who, while interested in sales, have had little or no experience. This can often cause more problems than it solves. Frankly, I consider the hiring of non-salespeople for sales jobs to be […]

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Don’t Be Afraid to Train

Some sales managers are afraid to train! That’s right. They don’t want to train because they either feel it might be an admission that the people they hired aren’t up to snuff, or they’re concerned about what upper management might say if they ask for training dollars. Two Key Facts Here are a couple of […]

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