Factor 8 President Lauren Bailey recommends that we train our Managers before we train our reps. Why? Too often the training investment we make for our front-line sellers doesn’t stick if the Managers aren’t bought in. When Managers are trained first, they see the value in development and are taught to develop their Reps. One ...
Sales role-play can be an extremely valuable tool for helping reps internalize product knowledge and adopt new skills – when it’s done well. Too often however sales role-play is merely an awkward, high-pressured test of a rep’s ability to regurgitate back what they think is expected of them. Instructions are vague. Direction is unclear. Ultimately ...
Aberdeen tells us that 85% of the “Best in Class” companies use a professional sales trainer or curriculum. Ready to shop (or make an internal request)? Lauren Bailey gives you five tips of what to look for to make sure you get the best. Lauren has spent her career leading both sales teams and training ...
Twenty six page corners turned over! Without checking, that might be an all-time high, for my frequent readers you know that is how I judge the quality of the book I am reading—(how many page corners I turn over while reading any new book). Keeping it simple: if you want to “up your sales game”, ...
Sales development is a crucial part of company success, and yet it’s something that is rarely done proficiently. Sales training is done regularly, but it falls short of breeding successful salespeople. To truly improve, Jane Gentry, interviewed by John Golden, argues that sales development, rather than just training, is vital. This sales interview explores sales ...
Continuous sales training is an important issue that gets overlooked. If you were to line up 100 CEOs in a room and ask them, “how important is continuous sales training?” you would likely get 100 hands in the air. However, if you asked how many of them put aside a budget for training, you’d maybe ...
The sales world has been ever evolving, but it has especially changed over the last few years. “It’s a really interesting time to be in the business,” said John Elsey. “For a lot of the time, it seemed like the industry was slow to evolve. However, over the last two to three years, the need ...
Today’s sellers and marketers need to be articulate on a multitude of platforms – digital, mobile, social, search, email, SMS, and data base management. A thorough understanding of how each of these platforms work independently and together is key to helping your customers succeed. Small local businesses have always counted on their media partners to ...
Inside sales have exploded over the last few years. The sales industry as a whole has only somewhat been able to keep up with the hiring and training needed to ensure they have good sales reps doing the best job possible. Lauren Bailey discusses training for inside sales with John Golden. In this expert sales ...
In today’s mega-technological super-convenience society, we’ve all but lost sight of one particular fact: Life is a risk. We’ve built walls, dams and roofs to keep it out. We’ve armed ourselves with the latest inoculations to keep risk from making us sick. We’ve mounted the latest weaponry to safeguard us from our enemies. We’ve insured ...
