What qualities make a sales rep successful? Instead of debating, lets turn this on its head and ask a more pertinent question: How do sales organizations today approach sales rep hiring and...

However, managers hope these events will impart the knowledge and skills of top-performing sales reps to less-experienced peers. Knowledge is a salespersons currency, and sales training and...

From ATD TechKnowledge 2017: Traditional training methods are fundamentally broken because employees dont absorb or retain the key information and skills they need to do their job...

In recent years, the sales asset management (SAM) marketsales playbooks, sales content management (SCM)has exploded, and many companies are utilizing SAM to create, manage, package, and...

Selling is a competitive sport. To improve their chances of closing deals, sales professionals need to stay one step ahead of the competitionfrom the technologies they use to the techniques...

I am reluctant to admit this, but I learned about the importance of the "so what" mindset the hard way: A client made me realize I needed help. After years of training salespeople as a...