Category Archives: Sales Training

Targets and Analytics for B2B Sales Success

There is one sales target that is always tracked. Revenue, or in same cases margin, is tracked for almost every sales role. As sales teams split the sales cycle and as sales leaders better understand the importance of other goals and targets, the challenge becomes deciding which targets should be set and measured to support the success

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Video is Key for Sales Training Success

Video is increasingly becoming more important for sales training. One of the factors influencing this trend is the growth of the number of millennials on the sales team. These millennials are bringing their preferences to the job.   A recent study by emarketer found that 90% of millennials watch on-line video every month. Another theme

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5 Tips for Leading Your SDR Team

One of the biggest innovations in how sales teams are structured within the last 10 years has been the rise of the Sales Development Rep.   In the past, there was often a one size fits all to the sales team, with the only difference being the size or importance of the accounts the sales

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5 B2B Sales Training Methods

Ongoing training is part of the success for great sales organizations. Pardot, a Salesforce company, has said that 20% of underperforming sales teams don’t invest any budget in sales training.   The best sales training is not just done when an employee starts as part of the onboarding program but continues throughout the year. A recent

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Benefits of a B2B Sales Onboarding Program

Sales onboarding is very important for companies in general and this is especially true for sales organizations. There are many benefits to onboarding sales reps quickly. Having an onboarding program is essential to growing a high-performing sales team.   In general, new employees who went through a structured onboarding program were 58% more likely to

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How Organizations Can Support Sales Leaders’ Coaching Efforts

The main goal of a modern sales leader is to have a great sales team. This means that sales leaders are not just the best sales reps on steroids, but that they work to make their sales team members better. For a sales leader, this means making sure the reps are successful, rather than trying

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Leveraging Technology for Ongoing B2B Sales Training

The difference in being a sales leader today and 20 years ago is amazing. One of the biggest changes, if not the biggest change, has been the ability to use technology to support sales. One of the first major improvements was in the infrastructure to support the B2B sales training and coaching.

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The Primary Responsibility for a Sales Leader is Ongoing Sales Coaching

Successful companies know that they should have sales leaders, not just sales managers.   The importance of the differentiation is growing more and more important. A great sales leader’s primary goal should be to help their salespeople improve through ongoing coaching.   Go back 10 or more years and often the sales manager was a

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How to Learn from Sales Success Stories

Many sales leaders are looking back on the highlights from Q1 and thinking about how to make their teams better in Q2. One of the most powerful tools to help a sales team grow professionally is to share success stories from sales reps. Sales people often value a success story from a peer more than

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Different Training Strategies for Your B2B Sales Team

Most successful organization put emphasis on sales training for their teams. In fact, organizations with a formal and consistent sales methodology have 16% more reps making quota. One decision organizations need to make is the type of training they should provide their reps. This blog post is a collection of videos that discuss different types

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