2005 Sales Management Training 
Steven Rosen
MAY 28, 2014
The answer that traditional sales leaders have used in the past is to throw more money at their team to drive performance. The researchers at MIT in a 2005 study for the Federal Reserve Bank concluded that : As long as the task involved only mechanical skills, bonuses and rewards work. The higher the pay the better the performance.
Understanding the Sales Force
NOVEMBER 28, 2012
Today, motivational speaking has evolved to include sales and sales management training and coaching, sales consulting, sales force development, sales enablement, sales and sales leadership training and coaching, sales infrastructure and sales architecture.
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No More Cold Calling
MARCH 25, 2021
She decided special training was needed for girls who wanted to become saleswomen, and perhaps one day, women sales leaders. And as a member of the executive committee of the Women’s Educational and Industrial Union of Boston, she had the means to provide that training.
Understanding the Sales Force
OCTOBER 16, 2013
Those are the exact same issues we have identified in the 10,000 companies whose sales forces we have evaluated - the companies where 91% did not have sales processes! In 2005 I wrote the book Baseline Selling and it contains both the Baseline Selling sales process and the Baseline Selling sales methodology.
Understanding the Sales Force
APRIL 3, 2014
Today, prospects are much less inclined to take a salesperson''s call, return a voicemail or an email message, engage in a conversation, schedule a call or meeting, share important information, return calls to salespeople towards the end of the sales process or make a decision. The increasing likelihood of a sale. No problem.
Bernadette McClelland
JANUARY 11, 2017
One of those strategies is summed up by this very ‘relevant to 20th century sales leadership behaviour’ statement : “If officers are unaccustomed to rigorous drilling they will be worried and hesitant in battle; if generals are not thoroughly trained they will be inwardly quail when they face the enemy.”.
Sales and Marketing Management
NOVEMBER 22, 2017
Sales manager: I’d like to know what rewards the reps would like for our next incentive. Sales rep: Cash! Sales manager: Sounds good. You may be a seasoned sales manager, fatigued by trying to come up with innovative ways to motivate your reps. Are Sales Incentives Becoming Obsolete?”
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