Category: Sales Training

sales

Making Training Stick for Sales Staff

In a previous post, we discussed that although many organizations’ sales departments are often aggressive in their training efforts, the fact that salespeople are generally not held accountable for applying the skills they learn acts as a barrier to training retention.

red flag

4 Common Red Flags to Watch Out for in B2B Relationships

In a previous post, we discussed the importance of identifying red flags in a company’s business to business (B2B) relationships. A red flag, as we’re using the term, is a sign that losing a customer may be imminent. Specifically, we talked about the cost of losing a customer.

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The Importance of Spotting Red Flags in B2B Relationships

When many people think about revenue generation, they often think first about the process of acquiring new sales. And new sales are certainly important. But a huge amount of a company’s revenue–and the most reliable portion–comes from existing customers.

B2B

Building Executive Outreach into B2B Relationships

In business to business (B2B) relationships, the stakes are often much higher than in business to consumer (B2C) situations. Typically, when your customer is a business, it is going to be spending a larger amount of money and representing a greater percentage of your overall revenue than if it was an individual consumer. Additionally, businesses […]

sales

3 Questions to Ask When Measuring Your Sales Training ROI

U.S. companies spend over $70 billion annually on training and an average of $1,459 per salesperson, which is almost 20% more than they spend on workers in all other departments and functions. Most of that sales training and learning material (nearly 80% in some cases) isn’t retained because it’s curriculum-based. And it’s consistently not yielding […]