SBI Growth
AUGUST 10, 2013
Training dollars are being misallocated. Her sales manager knew her potential and sent her to a weeklong sales training. The Need-Payoff that she had been trained on was thrown out the window. Budget has been invested in Training and Development in the past year. A 4 day training at corporate. The Old Model.
Understanding the Sales Force
FEBRUARY 14, 2025
When salespeople aren’t hitting quotas, companies need to hire more salespeople, which increases the cost of recruiting, salaries and benefits, not to mention the costs associated with hiring additional sales managers that won’t coach up their salespeople. This is problematic for more than the obvious reason.
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Understanding the Sales Force
NOVEMBER 15, 2024
However, when there is very little incentive for bringing in new business, salespeople whose compensation plans are all or mostly salary, won’t do it for long. When a salesperson is willing to do the calling and learns to do it well, the pipeline grows, sales will be closed, and success can be all but guaranteed.
SBI Growth
DECEMBER 9, 2013
A new hire can run a salary between 85-100K. Then off to training back at corporate. Comprehensive Organizational Training - You still need to have a baseline of learning around policies, process, and procedures. Comprehensive Sales Training - The training should be intense, motivating and include skill development exercises.
No More Cold Calling
SEPTEMBER 15, 2011
Give them real tools and training and start realizing your sales numbers! These new salespeople pounded the pavement or cold called from their phones, and then we wondered why they didn’t bring in the business—after all the training and money we spent on them. Great salespeople need more than a desk, a phone, and a computer.
SBI Growth
JULY 2, 2013
Our training and onboarding programs haven’t provided the tools and skills to be successful. Despite a strict salary cap within the NFL, they consistently make it late in the playoffs. HR is recruiting candidates with the wrong credentials. We’ve been out of alignment with our field sales activities. He develops it.
No More Cold Calling
SEPTEMBER 13, 2018
When clients pull out their negotiation strategies, it’s easy to get sucked into defensive mode and cave on price—even though my clients always agree that building a referral culture takes more than training. It’s well-known and researched that women typically don’t negotiate for salary. How common is Tara’s situation?
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