The Digital Sales Institute

APRIL 9, 2025

One of the main reasons among salespeople was lack of time during the day to develop new sales skills, and much of the training content that’s offered isn’t relevant to their needs. Having a strong training plan is essential for recruitment and retention.

Training 52

Training Hiring Negotiation Up-Sell 52

Partners in Excellence

NOVEMBER 3, 2022

It seems that selling jobs, at all levels, are viewed as “temp” jobs. It’s an interesting phenomena, retention is not an “A” priority for most organizations. We’ve seen enough indicators with leading organizations that have high retention of gen Z and other “gens.”

Retention 139

Retention Engineering Coaching Face-to-face 139

Crunchbase

NOVEMBER 18, 2021

Retention in the sales department is exceedingly low; average salesperson retention is just 18 months 1. And now, due to the zeitgeist of COVID-19, more salespeople than ever are looking for the personal independence and career autonomy to sell what they want, when they want, from where they want. To sell is human.

Trends 105

Trends Hiring Scale Compensation 105

Janek Performance Group

FEBRUARY 23, 2022

Another key advantage of an in-house sales trainer is that the trainer will have the advantage of disseminating new information and best practices to the team faster and with better retention. Modern selling is complex and competitive. Companies that adopt faster gain a competitive advantage.

Outsourcing Services 117

Outsourcing Services Hiring Training Harvest 117

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? How can you increase long-term customer retention? What are the key retention metrics you need to measure? Selling skills matter just as much for account management, just in a more subtle way. Selling Skills and Account Management.

Customer 62

Customer Churn Retention How To 62

Mindtickle

DECEMBER 3, 2024

3: Digital selling skills and tools will be more important than ever Today, a large (and growing) portion of deals are completed without the buyer and seller ever setting foot in the same room. This will simplify the sales journey – and accelerate deal cycles. #3: This trend is expected to continue – and accelerate.

Sales Enablement 52

Sales Enablement Trends Scale B2B 52

Partners in Excellence

MARCH 8, 2022

According to much research and too many pundits on social media, the future of selling is virtual–or perhaps hybrid. But we are sharpening our virtual selling skills. We see greater growth rates, greater retention, greater profitability, higher levels of sales performance, and higher levels of customer satisfaction.

Revelation 90

Revelation Face-to-face Social Media Selling Skills 90

Sales Hacker

JULY 25, 2022

May include: customer retention rate, win rate, and new customers acquired. This involves spending 1:1 time with their people to help them strategize, brainstorm, and develop their communication and selling skills so they can grow your pipeline. Retention rate. Objective metrics. Customer satisfaction rate. Account value.

Engineering 117

Engineering Revenue Top of Funnel Sales Qualified Lead 117

The Digital Sales Institute

JUNE 5, 2020

Today, keeping salespeople updated and refreshed on selling skills can be a significant challenge for many companies. In another piece of research in online learning retention, the Research Institute of America found that online learning has a retention rate of between 25 to 60% compared to face-to-face training with 8% to 10%.

Training 64

Training Retention Face-to-face Coaching 64

Allego

MAY 13, 2021

Research shows that retention goes down as the volume of information goes up. A new salesperson, for example, who used to be a technical product expert doesn’t need extensive product training, but instead needs help with selling skills. How are modern and traditional sales learning approaches different?

Guarantee 126

Guarantee Hiring Exercises Video 126

Lessonly

MARCH 1, 2021

Not all learning situations work for everyone’s knowledge retention, so by giving people the choice to take it on their own terms, there’s a greater chance that the training is going to stick. How to Use Online Sales Training to Expand + Improve Sales Skills. It enhances sales skills. It improves soft skills.

Selling Skills 26

Selling Skills Training Motivation Up-Sell 26

Vengreso

JUNE 16, 2022

A virtual sales training program can and will help remote selling teams and sales management grow sales opportunities and close more sales pipeline. Leveling up selling skills and keeping sales reps selling virtually will also drive more virtual meetings and allow your sales enablement team to do more with less.

Benefit 54

Benefit Training Retention Selling Skills 54

Klozers

APRIL 11, 2016

In the world of sales; Selling Skills can make the difference between a Rainmaker and a Bank breaker for most businesses. Analysing and testing these skills in sales people is difficult, as often they can appear pitch perfect in the office but never quite seem to get matching results in the field.

Selling Skills 20

Selling Skills Decision Maker Ideal Customer Profile Face-to-face 20

Mindtickle

JUNE 19, 2020

Personalizing and adapting two-way communication, enabling new and upgraded remote selling skills while enabling visibility and the ability to intervene with proactive coaching (even at a distance) is a North Star for the emerging normal. Learning delivered in different formats caters to different learning styles.

Coaching 90

Coaching Face-to-face Sales Enablement Trends 90

Vengreso

JANUARY 10, 2025

For instance, a workshop on mastering digital selling skills can significantly boost a team’s ability to engage with prospects in the virtual world. Training Effectiveness: Measure the impact of sales training programs on sales rep performance and knowledge retention. High engagement often leads to better conversion rates.

Sales Enablement 65

Sales Enablement How To Webinar Metrics Objections 65

SBI

FEBRUARY 16, 2021

Many Qstream customers didn’t have a strong sense of their salesforces’ capabilities to sell in a completely new remote model. They believe that if sales training is to benefit sales performance, knowledge reinforcement must involve post-training knowledge reinforcement for long-term retention.

SalesForce 113

SalesForce Lead Rank Face-to-face Sales Enablement 113

The Digital Sales Institute

JANUARY 23, 2019

Once they master the various steps and skills around these core selling skills, then the sales people need to learn how to adopt a seller’s mindset coupled with an attitude to go and use the sales skills they learn.

Training 61

Training Decision Maker Social Media Selling Skills 61

The Brooks Group

MARCH 4, 2019

The first few months after a new rep is hired are the most critical to their retention, performance, and long-term success, so it’s important to get your sales onboarding process right. Sales Hiring and Retention Sales Performance Improvement DOWNLOAD NOW.

Hiring 68

Hiring Webinar Metrics Retention System 68

The Digital Sales Institute

SEPTEMBER 23, 2020

Being able to show professional respect to internal and external customers is a key component of not only employee retention, but customer retention, satisfaction, and repeat business. Create a “Respect” charter. Studies indicate that key behavioral “themes” are present when showing respect. This applies both on and off the job.

Webinar Metrics 98

Webinar Metrics Lead Scoring Lead Rank Buyer Persona 98

Allego

APRIL 21, 2022

Mastering virtual selling skills. With the right strategies, tactics, and solutions, however, you can overcome those obstacles and help your reps master their hybrid selling skills. Research shows that retention goes down as the volume of information goes up. Coaching distributed sales teams and providing feedback.

Hiring 71

Hiring Video Distribution Buyer 71

Platinum Rules for Success

DECEMBER 26, 2018

Poor targeting with great selling skills would result in limited success because you would be selling to the wrong people. Assuring clients that the value promised will be received is critical to customer retention. Then, we focus on the individuals with whom you will make contact.

Loyalty 87

Loyalty Sales Cycle Lead Rank Lead Scoring 87

Hubspot Sales

FEBRUARY 7, 2018

Retention and satisfaction rates. But account managers also look for upsell and cross-sell opportunities. Sales engineers combine the technical expertise of engineers with the business acumen and selling skills of a traditional rep. An account manager also serves as the client’s primary point-of-contact at the company.

Hiring 145

Hiring Salary Engineering Compensation 145

Miller Heiman Group

JUNE 27, 2019

These numbers may be the result of a stronger market—more companies expanded their sales force and added new technologies—but that doesn’t mean they improved their team’s selling skills. Meanwhile, customer retention rates declined by 3%.

Buyer 64

Buyer Report Competition Forecasting 64

The Digital Sales Institute

JUNE 6, 2019

Learning sales skills online has become the new standard for salespeople to learn about and acquire new ways to sell. However, learning sales skills online is not just about the concepts of selling or some simple sales training videos, it’s also allowing sales people to learn hard selling skills.

Retention 55

Retention Training Course Sales 55

The Digital Sales Institute

JULY 4, 2019

Carefully constructed sales training lessons using a step-by-step revealing process encourages learning retention by engaging the learner in a more active way. His research also showed that animation actually leads to greater retention. The learner finds animation in sales training rewarding.

Training 58

Training Cold Calling Video Retention 58

Sales Management Plus -- SMP

NOVEMBER 30, 2023

This gap can highlight differences in selling skills or the ability to upsell and cross-sell effectively. Customer Retention Rate Gap : This measures the difference in the ability of sales reps to retain customers over a specified period. A lower retention rate could indicate problems with relationship management.

Distribution 52

Distribution Retention Sales Cycle Selling Skills 52

The Digital Sales Institute

FEBRUARY 4, 2021

Soft Essential Sales Skills. Salespeople who excel at the soft skills outperform their competitors by more than 30%, outperform them in areas such as close ratio, size of sales, and customer retention. Success in today’s marketplace is all about the soft skills. Mirroring and reflective language.

Negotiation 85

Negotiation Lead Scoring Lead Rank Social Media 85

Mindtickle

FEBRUARY 9, 2023

From selling skills and customer satisfaction to sales and revenue, there are plenty of sales activities metrics to keep you busy. 3: Retention rate Sales rep productivity metrics aren’t just about the sales themselves. That’s why customer retention rate is another key metric to track. What are sales productivity metrics?

Penetration 52

Penetration Retention Revenue Call-back 52

The Brooks Group

JULY 11, 2018

To be fully effective, customer-centric selling should go beyond the sales department – to your customer service, marketing, and account management teams as well. When you have a customer-focused company, you’ll gain customer loyalty, improve retention rates, and increase referrals – making it a win-win for both you and your clients.

Strategy 60

Strategy Customer Loyalty Customer Service 60

The Brooks Group

JULY 18, 2017

Sales Interview Questions to Assess Selling Skills Ability. Selling skills can be taught and refined , but ideally, you’ll want to bring people onto your team who are already proficient in basic sales acumen. Sales Hiring and Retention In an ideal world, how would your compensation be structured?

Hiring 49

Hiring Face-to-face Commission Territories 49

Partners in Excellence

FEBRUARY 19, 2018

Sure it may require a consultative/solution selling approach, it requires deep product knowledge, but there is nothing about the technology implementation that necessarily requires specialized selling skills. The skills needed for any other complex product/solution (technology or non technology based) are similar.

Account Based Marketing 57

Account Based Marketing Revelation Sales Methodology Inbound 57

The Digital Sales Institute

OCTOBER 10, 2022

Competing voices and inconsistent approaches can lead to time wasting, low retention rates and a jumbled learning pathway that does not address the needs of the individual salesperson. This can decrease the time for a salesperson to upskill or acquire new sales skills. Increases Retention. Invest in continuous learning.

Course 59

Course Training Ideal Customer Profile Lead Rank 59

Mindtickle

NOVEMBER 2, 2023

In fact, asking the right questions is a critical selling skill. Active listening is another key selling skill. In addition, solution selling helps ensure the seller’s offering is actually a good fit for the customer’s needs and challenges. You may have to ask additional questions to gain clarity.

Solutions Selling 59

Solutions Selling Ideal Customer Profile Sales Methodology Consultative Selling 59

The Brooks Group

MAY 2, 2016

The organization provides current, up-to-date, and ongoing selling skills training. Sales Culture Sales Hiring and Retention Unclear pay plans, unclear or nonexistent communication and an absence of real-time feedback are all things that will repel strong sales performers.

Hiring 56

Hiring Sales Talent Sales Coaching Coaching 56

The Brooks Group

JULY 6, 2016

Top performing salespeople typically have a mastery of selling skills, but the more important thing they have in common is that they are in a role that rewards their natural motivators within a culture that fits their personality. Sales Hiring and Retention Free TriMetrix Sample Coaching Report. Get Your Free Sample Report.

Hiring 53

Hiring Territories Sales Talent How To 53

Vengreso

FEBRUARY 6, 2025

Key Takeaways Sales training videos significantly boost knowledge retention and engagement, improving reps confidence and performance in client interactions. Using various types of videoslike product knowledge, sales technique, and scenario-based traininghelps sales teams enhance specific skills and adapt to real-world situations.

Video 52

Video Training Ideal Customer Profile Face-to-face 52

Xactly

OCTOBER 3, 2018

As you dive deeper into coaching and managing reps, positive reinforcement can help you train and teach selling skills that will help reps perform at a higher level. As you coach your reps more , you can focus on team incentives, such as rewarding the entire team with lunch for hitting goals before the end of the month or quarter.

Top of Funnel 67

Top of Funnel Incentives Incentive Compensation 67