Sales Training Workshops:
Open Enrollment Sales Training Seminars:
| Location | Date |
| Charlotte, North Carolina | Oct. 6th |
| Denver, Colorado | Oct. 11th |
| Boston, Massachusetts | Oct. 24th-25th |
| Dallas, Texas | Oct. 25th |
Sales Training:
- Blogging as Part of Your Sales Training & Marketing Strategy
- Tips on Creating a Sales Training Strategy
- Sales Courses - Conflict Vs. Cooperation
- Sales Management Courses - Teach, Coach Or Leave Alone?
- Three Sales Course Mistakes That May Cost You
- Are You Making These Sales Course Closing Mistakes?
- Sales Workshop Tip - Use Social Dynamics to Control Sales Appointments
- 5 Top Sales Workshop Tips For Being The Best On The Team
- Sales Seminar - Pressure in Cold Calling
- Sales Seminars - History, Sales and Marketing
- Sales Mindset vs. Sales Training
- Does Your Sales Training Program Address Your Sales Performance Issues?
- Consider 'Sales Prospecting' as a Sales Management Training Course
- Sales Management Courses - What's Involved?
- Sales Course for Sales Excellence - Key Steps
- Sales Classes - Shifting the Sales Compensation Paradigm
- Sales Management Workshop - Leveraging a Sales Person's Motivation
- Sales Workshop Rx for Sales Effectiveness: The Purple Pill
- Inside Sales Seminar: Your Frontline to Gaining Competitive Advantage
- Sales Seminars for the Professional Sales Manager
- C-level Relationship Selling: Business Development is All About More Sales Training
- 5 Sales Training Keys to Hiring the Right Sales Manager
- Sales Courses - How Much is Fear Costing Your Sales?
- Do You Make These Mistakes in Sales Courses?
- Professional Sales Course Secrets to Effective Sales Management
- Prescription for a Healthy Sales Course
- Sales Workshop - 4 Forms of Sales Pressure That Sabotage Cold Calls
- Sales Workshop - Sales Career Choices
- Sales Seminar - Selling Advice To Start A Successful Sales Career
- Sales Seminars and the Myth of the Sales Personality
- Four Powerful Openings for Door-To-Door Sales Training
- Ten Ways to Overcome Sales Objections
- The Importance of Sales Skills Training Courses
- Sales Management Courses - How To Retain Top Sales People
- Sales Course - How To Become An Expert In Sales
- Growing a Business in a Down or Up Economy: Sales Course Tips
- Sales Workshops for Creating A Strong Sales Team
- Top Five Sales Workshop Tips of the Most Successful Sales People
- Sales Seminars - Closing The Sale By Overcoming Customer Objections
- One Trainer's Sales Seminar Tricks To Boost Sales Performance
- Sales Training Techniques to Improve Sales Performance
- What Sales Training Do Your People Really Need?
- Sales Team Training Courses Will Skyrocket Your Business
- Sales Presentation Training Courses Are Critical To Sales Success
- What You Will Get Out Of A Sales Management Training Course
- Keep in Touch and Follow Up to Easily Close Sales Classes
- Sales Workshop for Pure Profit: Four Secrets Of Sales Diversification
- The Critical 5 Keys to Increase Small Business Sales Workshop
- Sales Seminar Alternative to a Sales Letter
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Sales Seminars - 5 Stages of a Sales Call
more...
Sales Training Workshops
Welcome to the Sales Training Center's comprehensive resource site for effective, performance-based sales training and sales development programs. Over the past thirty years, sales professionals and sales managers across the world have benefited from our highly interactive sales training workshops. We provide pubic open enrollment and private workshops at the location of your choice. We conduct in excess of 200 monthly sales training workshops throughout the world.
For free, no obligation information on how we can help you please contact us today.
Students of a Sales Training Center workshop will learn to:
- Communicate more effectively with customers
- Develop the ability to build positive chemistry and rapport
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Deal with multi-levels sales structures—users, authorizers, and purchasing agents
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Use post-sales call measurement to assess their own performance and identify key customer issues by thinking and responding like a business consultant
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Recognize basic styles of buyer behavior and determine how to adapt to each style to create positive "chemistry"
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Analyze what sales people say, reducing the potential for misunderstanding
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Effectively manage and control anger, conflict and difficult situations
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Develop active listening skills to focus on what customers are saying
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Be able to facilitate, guide, and close discussions in one-on-one and group settings
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Build and give appropriate credit for other peoples ideas and avoid putting others on the defensive
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Make a positive impact on the quality of teamwork and productivity within the work unit by effectively giving and receiving feedback
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Sell long-term relationships rather than price
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Incorporate interviewing skills into the sales process in lieu of pitching products
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Apply the appropriate sales techniques based on the buyer and behavior type
For free, no obligation information on how we can help you please contact us today.
Sales Training Workshops:
Sales Workshops for Underperforming Sales Organizations
Every company, at one time or the other, experiences issues with sales that are either declining or not meeting corporate expectations. In my 30 plus years of working with sales organizations, I am often amazed at how organizations address their revenue generation issues. Unfortunately, the majority take the easy - and yet the most expensive - route: They choose to "hire the solution". It's them! The problem is a people issue. Either individual sales performers or current sales leadership is the problem. Can't make quota? Find someone who will. Simple as that...
What is The Real Problem? Looking back on these sales organizations, I find that most have taken painstaking measures to recruit quality sales performers and sales leaders with a documented track record of having achieved impressive sales results. So, why are there still problems? It could very well be that "you" are the problem; not them. You being the company, you being the CXO, you being the VP of sales, you being the parts of an extensive network of sales support personnel relying on the sales life blood that your company requires to survive.
High performing sales organizations do not buy into the mantra that "sales is sales", nor do they believe that they can act independently of the rest of the organization and "do their own thing". High performing sales organizations do not bring qualified people in; give them a bag; give them a quota, and unleash them to go forth and multiply. They do much, much more.
Take a Look in the Mirror: The first thing a high performing sales generating company will do is to look in the mirror and ask itself one simple question: "Are we providing the absolute best environment and support infrastructure to ensure and sustain sales excellence"? Oh, I have had many companies tell me that they do this. However, upon getting behind the curtain it is another story, altogether.
The symptoms of a sales organization in need are fairly basic:
o The obvious shortfalls in revenue generation or under performance of goals
o Low morale
o High turnover
o Lack of accountability
o Lack of visibility
The easy route is to say that "we hired the wrong person." Or, "they just didn't fit in with our culture". Or, "they just weren't a good team player." We all have heard this, and more, time and time, again.
It's All About Execution: High performing companies know that sales, like any other operational component, is all about execution. They recognize the high price that is incurred when an individual leaves. They know that to execute there must be comprehensive systems, processes and attitudes to ensure success and sustain that success.
For sales, this can sometimes become complicated, because sales casts a very large shadow over the entire enterprise. After all, without revenue generation most, if not all businesses will fail. Therefore, every employee, from the top to the bottom, should recognize, appreciate and celebrate revenue generation.
Ask Yourself a few Questions: So, what is behind the curtain? When looking in the mirror, what should you be looking at and asking yourself? A number of items to consider are:
1. Does your company have and share a pure sales culture? A culture that recognizes and celebrates individual sales excellence. A culture that puts every individual behind sales success.
2. Are all direct sales support functions integrated to a common corporate and sales strategy? Are all client-facing functions, including marketing, logistics, product development, delivery, etc., integrated to one goal and only one goal?
3. Does your company keep up with competitive practices with regard to compensation, commissions, incentives and work balance practices?
4. Is your sales organization visible, accountable and predictable?
High Performance Organizations: To achieve operational excellence a high performing organization requires a rigorous and universal process, structure and disciplined regiment, including:
Sales Process: showing pipeline activity, time to close, probability to close and dollar forecast
Sales Methodology: a common sales language, tactics and approach to client value
Technology: critical to optimizing time, communications and information accessibility
Training and Development: staying current, developing new tactics, career development
Management and Leadership: instilling accountability, purpose, feedback and unfettered advocacy
Hopefully, this piece will provide some perspective to the question asked above when confronted with the issue of underperforming sales. Many times addressing the symptoms may not necessarily cure the greater ill. Too many times "hiring the solution" is only a recipe for perpetuating similar past results in the absence of taking that good hard look at yourself, first.
Source: Rick Toma link
For free, no obligation information on how we can help you please contact us today.