Lack of training is the sales passion killer
- GREAT SHOT, WRONG TARGET: STOP WASTING MONEY ON MISDIRECTED PROJECTS. Fields, David A. // Industry Week/IW;Oct2011, Vol. 260 Issue 10, p34
The article discusses the steps to ensure the right of return (ROI) in investing to hire a sales training company to provide a skills development workshop for sales personnel. It notes the importance of writing down the desired end result of the project such as the improvement in the strategic...
- Creating ROE: THE END IS THE BEGINNING. Kirkpatrick, James D.; Kirkpatrick, Wendy Kayser // T+D;Nov2011, Vol. 65 Issue 11, p60
The article discusses the concept of return on expectations (ROE) in training and development programs. It uses the Kirkpatrick Model for evaluating training programs to illustrate the process of assessing the needs of a company or department and developing training programs accordingly....
- The importance of teaching selling skills. Darlington, Hank // Supply House Times;May2012, Vol. 55 Issue 3, p42
The article offers the author's perspective on the importance of selling skills in the success of the showroom business. The author shares his frustrations on why companies give less attention toward selling skills because he believes that sales drive their business. He emphasizes that selling...
- Power Process. Kahle, Dave // Sales & Service Excellence Essentials;Jul2006, Vol. 6 Issue 7, p9
The article presents tips on creating a strategic approach to sales. A sales executive should develop standard process which come in two steps: gaining a new customer and expanding business with that customer. Sales people should be equipped by training them properly. Tools should also be...
- THINK BEFORE YOU SLASH. Mills, Kate // BRW;10/30/2008, Vol. 30 Issue 43, p85
The article provides information regarding the cost management that should be done to deal with the failing demands. It suggests that every business should explore means through which they can increase its business power. It also proposes that business enterprises should insulate themselves from...
- Where we're at Where we've been Where we're going. Cover, Bill; Lefton, Robert E. // Training & Development Journal;Nov74, Vol. 28 Issue 11, p3
Highlights a panel discussion about sales training featuring top sales trainers in the United States. Increased emphasis of sales behavior; Contributions of behavioral science; Greater acceptance of sales training by management; Trainers' effectiveness in defining the critical aspects of sales...
- 'Sales Training Never Ends' Falvey, Jack // Training & Development Journal;Nov81, Vol. 35 Issue 11, p40
Focuses on sales training. Three things necessary for a sales representative to be successful; Challenges facing sales representatives.
- Greener on the other side of the job? Gitomer, Jeffrey // Inside Tucson Business;3/10/2003, Vol. 12 Issue 39, p14
Focuses on job realities of selling. Rate of turnover; Poor management; Quality of training; Belief system in product.
- Does sales training really work? Sirianni, Anita M. // Sell!ng;Oct97, Vol. 5 Issue 3, p7
Opinion. Focuses on the importance of sales training for sales professionals. Motivational impact of sales training programs; Reinforcement and development of a selling skill; Promotion of sales solutions across all industries.