Sales Training Journal

Sales training programs fail due to not understanding the pitfalls in selling to today’s connected buyer and the solutions they expect, which go way beyond the product. Read on to why many sales training programs fail and why. Sales training programs are critical to a business seeking to acquire new customers and deepen relationships with existing customers. They say the stated aim of any business is to acquire, develop, and maintain customers at a profit. So how do sales organizations do this in a highly competitive and noisy market? How do sales coaches and sales trainers stimulate new ways of thinking and provide salespeople with new ways of operating in a data-driven sales environment to increasingly savvy customers? For many organizations, even the agile ones, ongoing sales training can be expensive with hard-to-quantify impacts on s...

  Sales playbook creation can seem like a burdensome business task in pulling all aspects of a sales strategy into a comprehensive template. So, it’s worth remembering that a sales playbook acts as a roadmap for salespeople and sales teams to guide them through the entire sales process. It documents all the steps from how to research and find a lead to qualifying an opportunity plus all the markers towards closing a deal. The sales playbook should also outline the sales methodology, techniques, and expectations for each salesperson’s role. 

 The  ultimate aim of the playbook is to make sure that everyone is aligned to the sales strategies and tactics and the sales efforts are all on the same page. Building detailed sales plays within the playbook will instill best practices into the sales process and make all the sales steps repeatable and scalable. Each sales play should include the approach, what qualifies as a genui...

Master sales objections as the key to winning more deals and unlocking more sales opportunities. In this 16-lesson training course, we will discuss the psychology of objections, why concerns arise, and how to handle them successfully. Mastering objection handling as part of the sales process is critical to overcoming the obstacles and roadblocks that buyers throw out. On your learning journey, you will learn all the techniques to master objections and proven insights that work with today’s more informed and in-control buyers. This 16-video sales training course includes a 56-page ebook to download. In this certified sales training course, we will walk you through how to master any type of sales objection. The training videos and course content will guide you in viewing sales objections as a natural step in your selling process. No matter the type of sales objection that you will encounter, this course will provide the best possible answer in ...

How to close a sale with twelve techniques that have been tried and tested, because closing sales is about the salesperson’s attitude as much as the sales skill. There is no doubt that sales cycles have gotten longer, and closing a sale is nearly a process in itself. Close rates are falling because many salespeople are focused on selling the wrong thing. They focus on only one aspect of the sale: You pay me this for that, or you give me this for that. A good place to start on how to close a sale is to first ask yourself: Why would anyone want to buy my product or service or have sales conversations with me? If you can’t understand the value proposition of what you are pitching or selling, how can you expect others to understand? Understanding the motivations and values of the buyer can greatly increase your opportunity for sales success and closing sales. Do your very best to get into their head before you pitch anything. ...

 Sales performance indicators help everyone, from salespeople to sales managers, direct their energy on the right sales activities. We know that successful selling is a function focusing on the right activities. This means that if you want to measure your team’s performance, you need to start by tracking their daily activities. Also, sales performance indicators need to be measured for effective decision-making. Selecting the right performance indicators for the sales team allows managers, trainers, and leadership to see in real time where any salesperson needs to improve performance. When sales leadership focuses on optimizing these metrics, results improve. We know that selling today is a constantly evolving landscape; salespeople and sales leaders must remain agile to stay ahead in a noisy business environment. To stay competitive, every business needs to understand, engage, and serve customers effectively. What’s more, as customer needs are constantly shifting, modern salespeop...