In two previous posts, we’ve been discussing the concept of red flags in the business-to-business (B2B) context.
Category: Sales Training
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.
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.
Organizations typically spend more money on their sales training programs each year than they do on any other type of training program—sometimes millions of dollars more.
In a previous post, we discussed the importance of having relationships in place at the management level with your business-to-business (B2B) customers and partners.
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 […]
Adding to yesterday’s post, here are more questions you should ask as you’re measuring your sales training program’s return on expectations (ROE) and return on investment (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 […]
The makeup of a Learning & Development (L&D) program varies from organization to organization, but generally, these teams have at least one or two people who are experts/specialists in learning theory. Best case scenario, they have already invested in a modern learning platform that you can leverage.
Sales training shouldn’t stop after the onboarding process. In fact, according to HubSpot, high-performing sales organizations are twice as likely to provide ongoing training as low-performing ones. Consider administering the four assessments listed below as you continue to develop your sales employees to maintain your organization’s high-performance standards.