Measuring training can be difficult, especially when you consider all of the \”angles\”. You can measure for money, ROI, immediate success, or delayed success (or failure). When it comes to measuring your Training Department, there are five important ways to obtain a good picture of what\’s going on and make corrections if necessary.
First, you should […]

Training a sales staff usually involves more than one day - or one week of intensive training and role playing. After the initial training, reviews and monitoring are often involved which strengthen the salesperson\’s skills and helps troubleshoot problem behaviors. In many sales organizations, these processes can take up to several weeks to […]

\”It\’s a complicated offering and we really can\’t get through it (sales presentation) in less than an hour.\”
That\’s what I was recently told by a start-up technology company I was asked by a friend to meet with. My friend, the majority investor in this company, asked me to review their sales presentation - a 50+ […]

Geez I hope I can make my business a success I sure hope we can afford to buy a bigger house. I hope I can get a new car.
Does any of this strike a familiar chord? For most of us we have all been there, you know where we dialogue; we hope for this, and […]

This is the time of year to start working on your business plan.
I have laid out a guideline for my team to follow and I believe if they work on these simple steps, success is all but guaranteed.
The first step is to block out your calender, with your prospecting being your most important appointment of […]

Take a look at those around you and reflect on those who have influenced your life the most. What are they doing to your dreams, your esteem and your potential? They are either being destructive or constructive to your future plans. There are four types of people in this world: the […]

Salespeople need a balanced system of using the basic four communications to be successful in sales. This playing card system makes it easy for anyone to adopt a balanced sales plan. Particularly when the business offers a suite of services or products. All you need is a deck of poker cards to get started.
Teaching […]

Buyers buy from people they like.
The only possible exception occurs when buyers have no choice but to do business with a particular salesperson or a particular company. Perhaps the company manufacturers or sells a proprietary product or service. Perhaps the buyers preferred vendor is out of stock and the buyer has to go […]

I picked up the ringing phone the other day. Hello? I said. Then I sat in shock as I heard on the other end, Hello, my name is Jim and Im calling from XYZ Co.
We are a full service communication provider and were offering clients a very special promotion on our satellite television services. If […]

Selling Success is not only determined by your knowledge of the sales cycle, selling strategies, sales secrets or even conversational skills. As important as these things are, your personal emotions will often determine your level of attainment and financial success in your selling career. Regrettably, many sales training courses ignore this area completely. In this […]