search.noResults

search.searching

saml.title
dataCollection.invalidEmail
note.createNoteMessage

search.noResults

search.searching

orderForm.title

orderForm.productCode
orderForm.description
orderForm.quantity
orderForm.itemPrice
orderForm.price
orderForm.totalPrice
orderForm.deliveryDetails.billingAddress
orderForm.deliveryDetails.deliveryAddress
orderForm.noItems
SALES TRAINING When, Where, and How to Train HENRY CANADAY


When sales managers look for increased profit or productivity – in other words, more closed business – the smart ones examine a number of areas that could use improvement, including slumping sales, weak profit margins, too few highly skilled reps, an uninspiring compensation plan, ineffective sales tools, and a sluggish sales process.


That may seem like a daunting list, but many of them come down to a single issue: ineffective or absent training or coaching. Here’s a com- pendium of expert insight that helps


pinpoint when to train or coach.


WHEN TO TRAIN Where can managers have an imme- diate impact?


16 | JANUARY/FEBRUARY 2021 SELLING POWER © 2021 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


Many managers don’t know. When companies keep them too busy, when numbers tumble, they just yell. The problem could be pricing, mar- keting, the state of the industry, or the state of the entire economy. You need training when you need to change your reps’ behavior. To distinguish a need for better hir- ing versus training, managers must as- sess reps’ talent, skills, and knowledge – because skills and knowledge can be taught. Talent is what they bring to the table. Talent cannot be fixed. Salespeople may not be calling on the right people or asking compelling questions, or they might not be clos- ing deals because they simply are not


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37