Sales training often is just “training” – something sellers do, check the box, and never use again. What if you could bring learning and real change to your team? Try training using adult learning approaches We recognized this problem, and decided to look at one of the world’s most recognized institutions, Harvard. For many years the Harvard ... Read More >
Previous posts in this series have focused on changing the attitudes and habits of sellers. Just as important is an evolution in the way sales managers relate with their sellers. It’s increasingly important, for instance, that sales managers schedule time for coaching. These one-on-one coaching sessions should be positive, collaborative experiences during which both the sales ... Read More >
Our previous two posts outlined some effective ways to increase the adoption of your CRM system by your sellers, who tend to hold such systems at arm’s length. We observed that, as the evolution of B2B selling becomes more complex, more advanced tools and habits are required to navigate today’s multi-layered sales processes. And we demonstrated how ... Read More >
For many sales organizations, the CRM system is the most misunderstood tool in the entire kit. Sales executives perceive it as an essential means of amassing customer information. Many sellers, however, view it only as a tool that allows their bosses to monitor their activity; hence, they engage only enough to meet the minimum requirement. How ... Read More >