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The Art of Modern Sales Management

Chapter 07: The Sales Manager’s Role in Training
Renie McClay, Sandy Stricker | February 03, 2014 | Book Chapter

There are a number of factors that contribute to the success of training, but the bottom line is that most of the other factors boil down to one thing—manager support.

Sales Training Basics

Chapter 11: Developing a Sales Training Brand
Angela Siegfried | February 01, 2010 | Book Chapter

In this chapter, you’ll learn: the importance of building a sales training brand strategy, how to create a sales training brand, and how to create your sales training marketing strategy.

Sales Training Basics

Chapter 01: Preparing to Train the Salesforce
Angela Siegfried | February 01, 2010 | Book Chapter

In this chapter, you’ll learn: what the sales profession really entails, the definition of world-class selling, how to think like a true sales professional, and how to use your selling skills to sell training to company leaders and training participants.

Sales Training Basics

Chapter 09: Making Sales Training Stick with Coaching
Tim Ohai | February 01, 2010 | Book Chapter

In this chapter, you’ll learn: what sales coaching is, how to make your sales training stick through coaching, how to help managers become great coaches, strategies for sales coaching, when coaching is not appropriate.

Sales Training Basics

Chapter 02: Partnering with the Sales Team
Angela Siegfried | February 01, 2010 | Book Chapter

In this chapter, you’ll learn: how to boost your personal credibility, how to leverage sales acumen, how to gain management buy-in.

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