Have you ever seen a child whos just received the gift of a plastic toy hammer? Preferably your memory of this includes the child wearing a colorful fake hardhat and a flimsy tool belt too,...

在商业领域有一句老话：“种瓜得瓜，种豆得豆”来表示“做了什么事，就得到什么样的结果”。然而，根据销售管理培训有效性的最新研究，我们更愿意分享给学习发展专业人士一个新的说法：“做好什么事，会使得到的结果产生影响！”2016年初，Vantage Point公司和销售管理协会，对213家公司的学习与发展从业人员发起了一个调研，这些公司总共雇佣了超过20万销售代表和25000...

There is an old saying in business that what gets measured gets done. Well, according to new research into the effectiveness of sales management training, we would like to offer a new...

Nearly three-quarters (72 percent) of the companies in our study said they expect frontline sales managers to meet with their salespeople more than once a month to discuss the sales...

There are lots of terms that get tossed around by sales forces, such as sales process and sales coaching, and many of these have very vague meanings. Sometimes this is a code word for a...

A promotion from sales rep to manager comes with heightened responsibilities, but typically no training resources that will help these new leaders thrive.

The flaw in current coaching models is that they weren’t designed to apply to salesforces.

Lets pretend that your sales force has a specific sales methodology that it deployed three years ago. What do you do now to improve your sales performance?

Behold a New Concept: On-the-Job Coaching for Sales Sales coaching is a hot topic. From my perspective, a major hitch with sales coaching is that it typically takes place intermittently and...

Training for the neglected sales manager must entail more than leadership and coaching how-to’s.