Category Archives: Sales Training
Add Process Excellence to Art of Selling
Standards and processes permeate nearly every functional area in business, from accounting, finance and operations to IT, human resources and now, even marketing, and for good reason. Processes and standards enable management to control the controllable so they can focus …
10 Signs That Your Organization Needs Coaching
The following ten points are all indicators that your sales management needs coaching and training. If you see one or more of these indicators, it’s time to reassess your sales management team, and determine how they can begin to meet …
Two Words That Will Help You Close More Sales
There are many skills salespeople need to learn to be successful. In teaching these skills to my sales leadership coaching clients, I have found that there are two words that many salespeople fail to understand: sympathy and empathy. Not knowing …
The Difference Between Training and Development
How much budget have you wasted on training that didn’t result in ROI? I’m a sales trainer and coach and see failed training programs every day. If you are spending your training dollars on training that strengthens employees’ skills while …
The Source of All Your Sales Force Problems
In all the work I have done as a sales development coach, I have learned that when sales teams aren’t performing, the problem usually lies with sales management. All too often, a sales manager neglects his/her team because they “don’t …
How Business Strategy Impacts Sales Force Development
At AGI, we provide strategic development services and sales force training and development—among other strategic business services. What may seem like two completely separate and somewhat disconnected services are actually highly synergistic. In the most successful companies, they work together, …
3 Tips for Better Cold Calling
As a sales force development consultant, I have worked with sales teams of all shapes, sizes and industries. Every team thinks they are “different” when it comes to their product and how it should be sold. And while I often …
4 Tools for Building a Sales Culture
Dave Kurlan wrote an article a while back about 10 Rules for Building a Sales Culture —a highly recommended read from the best in sales force development. I’ve worked with him for years and he is always dead-on in his …
3 Ways to Give Underperformers a Kick in the Butt
On every team there are “A” players and underperformers. My guess is, you know who those people are, but may be struggling with how to deal with the latter. It can feel like a complicated problem, especially when you are …
