Demand Generation Territories Training 
The Pipeline
DECEMBER 16, 2011
The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. It seems that every week we are being told that sales training is not working in a very high percentage of cases – 85-90% was one statistic I read just yesterday. JF Corporation.
The Pipeline
SEPTEMBER 19, 2011
25% Increase in Sales Training ROI – Sales eXchange – 115. Some aspects of sales training are easy to measure others not so, but it is a fair question when I am asked what they can expect from an ROI standpoint. Companies have shown selectivity with other training or development programs. Given that, why train them?
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The Pipeline
FEBRUARY 3, 2012
Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. logically shrink territories. Not all sales people have the same skills.
SBI Growth
NOVEMBER 23, 2013
An isolated week of training won’t work either. Hunters assume a generalist role in a territory. They’ll need training and reinforcement on coaching. Presentations, sell sheets, and demand generation all need to be updated with Challenger messaging. They want their customer interactions to deliver more value.
SBI Growth
AUGUST 4, 2013
Meanwhile, Agile is spreading everywhere in Sales - to onboarding , sales management, and sales training. Changes to Territory coverage. The addition or subtraction of a key account from the territory will do likewise. Content creation & demand generation. Training classes and workshops won''t get it done.
SBI Growth
JUNE 4, 2013
Most comp issues are not about comp – they are really territory or quota problems. Sales Process/Sales Training. Demand Generation and Lead Management. It makes no sense. You have some good hunches now about what’s broken. Why wait and delay your team’s comp plans again? Talent Management.
The Pipeline
AUGUST 8, 2011
One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. One of the things I hear most often from people we train is that they want to create “urgency” in their buyers. Demand Generation. Sales Training. Territory Alignment.
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