The 5 Requirements to Maximize ROI on Sales Training

The 5 Requirements to Maximize ROI on Sales Training

It shouldn’t be surprising that we spend a lot of time training sales teams and coaching the sales team leaders. Our experience doing it for clients provides much insight into how to get maximum benefit from this kind of help. Here are five elements that must be considered before any money is spent on sales training.

Can sales training be embedded into a repeatable selling system and process within your CRM? Teaching and training won’t stick for most people unless it is embedded in the system they use on an ongoing basis. Asking the right questions and employing the newly learned […]

Build A Great (Not Just Good) Sales Team

Build A Great (Not Just Good) Sales Team

Last article, I mentioned I’ve been re-reading “Good to Great” by Jim Collins. Continuing with the theme of how the book can apply to sales organizations, I am fascinated by the data around the 11 “good to great” companies Collins’ research team studied as they determined what made the great ones so great.

Hire for the Who and the Team

In chapter two (I’m reading the book slowly to really absorb all the detail this time), there is a focus on company leaders and the executive teams they built. The great companies hired the best they could hire and gave them the […]

Good to Great Sales Teams

Good to Great Sales Teams

Jim Collins’ bestselling book “Good to Great” has been a roadmap followed by many companies striving for greatness. It’s also a nice reminder about not settling for just “good.” I’ve been re-reading it lately, as I sometimes do, and couldn’t help thinking about the many parallels between the book’s central research and a sales organization.

The book analyzes what “great” companies did differently from very good or nearly great companies. A great company was defined as one that had a transition point and from there achieved cumulative growth of at least 3x the market for 15 years. Jim Collins makes a […]