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Have your sales reps learn the way they earn
Ensuring productive salespeople requires unique and engaging onboarding and ongoing training programs. The best results come from implementing a rigorous, skills-based training process for both...
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The Race Is On To Onboard Your Sellers. Are You Ready?
A few weeks back, SiriusDecisions hosted their annual Sales Leadership Exchange and unveiled a new Onboarding Model that outlined a framework for onboarding sales reps. Why the focus on sales? Because...
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Onboarding New Sales Reps? There’s An App For That.
I recently wrote a byline for TD Magazine, which stands for Talent Development. I highlighted the idea that sales training can actually keep reps awake, excited and learning. Don’t believe me? It’s...
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Practice Drills for New Hire Onboarding
Remember when you started playing your first instrument or organized sport or dance class? Remember the warm ups, stretching, and odd “drills” where your coach or teacher made you do the same exercises...
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Part 1: The Lifetime Value of a Sales Rep
Onboarding New Sales Reps The world of B2B sales is changing. Gone are the days in which the traditional salesperson drove the conversation and identified a need in the transaction between buyer and...
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Part 2: The Lifetime Value of a Sales Rep
Continuously Training Sellers Once Ramped In my last post, I provided some guidance about focused onboarding for your new sales reps by implementing a well-rounded, round-the-clock educational process...
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5 Sales Onboarding Tips to Lower Turnover Rates
Editor’s Note: This a guest post by Tony Lenhart of Sales Empowerment Group. Insert your favorite statistic about sales onboarding here I could start this off with an outlandish statistic about how...
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The “Relative Engagement Effect” (Part 1)
Did you know that New Hire Salespeople have something in common with Canadian Hockey Players? Timing is everything. In fact, for new sellers it can make or break their career. Come check out my...
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The “Relative Engagement Effect” (Part 2)
Your company’s “seasonality” has a significant impact on new salespeople. It affects their onboarding development and ultimately their revenue performance. Find out how. Come check out my presentation...
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“Bubbleball” (Analytics for Seller Onboarding) Part 3
In my “Relative Engagement Effect” blogs, Part 1 and Part 2, I explained the impact that sales seasonality has on new hire development and ultimately their individual revenue performance. In those...
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SAVO/SiriusDecisions 2016 Sales Onboarding Study
Have you noticed that there are more and more articles out in the blogosphere exclaiming that “Onboarding isn’t working anymore?” Do you agree with that? Or do you think you have a pretty good...
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Can “Seller Churn” Help You Plan for 2016?
It’s the end of the calendar year. For many of you, next year’s planning is in full swing: Sales Kickoff, Organizational Changes, Updated Strategies… so many important challenges to translate into...
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Mozart’s Requiem for the Art of Selling
A short walk around the corner from SAVO’s office in London’s SoHo district, you’ll find a plain, brown brick building lost in a sea of other buildings. The subtle feature distinguishing this building...
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Stop Asking Sellers to “Just Keep Swimming”
By Jillian Eyl (@MsBiz_Chicago) If you’re in sales, you’ve experienced what it feels like to walk into the office and face an ocean of rejection. For every prospect who agrees to a call or meeting,...
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Why The World’s Fastest-Growing Companies Treat Confusion As The Enemy
Why do some companies take off, growing rapidly year after year after year…while others struggle along? What’s the difference between companies like Salesforce.com, Slack, Zenefits ($1 to $100 in ~two...
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3 Convincing Reasons VPs Should Invest in Frontline Sales Managers (FSM)
By Jillian Eyl (@MsBiz_Chicago) When faced with a choice between investing in a front-line sales manager or a new sales rep, most VPs will opt for the sales rep. They think that picking the sales rep...
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Hook, Line & Sinker! Land Top Sellers with the Right Coaching, Practice and...
By Tim Wagner After a rigorous amount of practice and training – lather, rinse, repeat – one of the greatest feelings is knowing you’re getting the hang of something. Not by someone telling you (which...
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The Tsunami (of Millennials) is Coming: Are You Ready?
By Minda Sulak (@Minda22) There has been a lot of research around what makes the average millennial tick and most seem to be done by people that are in the older generations. As a millennial, it is...
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Looking to Boost Sales Productivity in 2017? Look Here.
By Megan Virtanen (@MichiFinn12) Follow @MichiFinn12 By this time of year, your white board is brimming with a list of challenges you need to tackle this year. Chief among them: increasing your sales...
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