How to Measure Sales Training Effectiveness & Your ROI

Measure Sales Training Effectiveness & ROI

Determining the success and effectiveness of your sales training program is no easy task. Since goals, measurement and success are often open to interpretation, the effectiveness and ROI can sometimes be hard to correlate. But determining sales training effectiveness can be easier if you take the time and to set goals in advance. The great Yogi Berra once said “If you don’t know where you are going you’ll end up somewhere else”. Rule number one for measuring your sales training ROI is to start by setting goals that you and management can agree on. Even it is simple things like number of calls in a day or number of wins in a month, the more tangible quantitative goals that you can dream up, the easier it will be to determine if your money was well spent.

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Top 10 Apps for Sales People who Travel

top 10 apps for sales people who travel

Travelling for business is much more demanding than most people think. There are so many things that can go wrong and well the old adage, when it rains it pours is certainly true on a bad luck business trip. That being said, this list of the top 10 apps for sales people who travel should help prevent some of the most common hiccups that can arise.

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How to Get Sales from Referrals and Why They’re So Important

How to get sales from referrals and why they are so important

Before we jump into how to get sales from referrals lets answer the why — why is referral selling so important? The short answer is because you are pre-sold and that almost always ensures a shorter sales cycle. Being pre-sold gets you get access to decision makers faster and increases you chances of closing a sale. Your chances of closing a deal increases because people don’t make buying decisions without some research and outside opinion, that opinion comes from colleagues, friends and family so impress them (your current clients) and the network of referrals will undoubtedly follow.

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Customer Retention Strategies for Success

customer retention strategies

Why focus on customer retention? In a report release by Frederick Reichheld of Bain & Co. businesses who increased their customer retention efforts by just 5% saw up to a 95% increase profits. Moreover, the same report demonstrated that it was 6 to 7 times more costly to acquire a new client then it was to retain an existing one. Who doesn’t want a 95% uptick. This post will look at why you should invest in customer retention as well as provide you with the three most important customer retention strategies to keep your clients happy.

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The 10 Must Have Apps for Sales

10 Must Have Apps for Sales

In our daily lives, as sales people, we hold the keys to more jobs than we sometimes know. From prospecting to managing current clients to keeping our personal lives in order, there never seems to be enough hours in the day.  But with the right technology we can get through the day a little easier.

Here are my top 10 Must Have Apps for Sales:

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Why Sales Training Fails & The Keys to Effective Sales Training

why sales training fails and the keys to effective sales training

So you’ve gone out and spent your entire budget on what you thought was effective sales training, hoping and believing that if you did the ROI would be your sales team hitting their numbers. But for one reason reason or another it didn’t seem to move the needle (well at least not as much as you would have liked). The short answer is that there are a number of reasons why sales training fails. Some are easy fixes, while others require big organizational changes. Either way, the more pitfalls you can avoid the more likely you are to succeed. Here are the top 5 reasons why sales training fails and ways to make your program more effective.

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A Sales Training Guide to Objection Handling

Objection Handling in Sales A Guide for Trainers

Handling objections or avoiding them is something that most sales people struggle with. But with good sales training, a process, and preparation, that struggle can be minimized. The  four step process to effective objection handling is — Listen, Acknowledge, Clarify, and Solve. This post will detail the process as well as provide exercises to train and prep your people so that they can overcome any objection.

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20 Cold Calling Tips For Sales Success

20 Cold Calling Tips for Sales Success

Learning how to cold call doesn’t have to be difficult–in fact it isn’t! The only hard part is sticking with it. It’s a fact of life that people don’t like to fail and for sales people that is especially true. So when you ask us to participate in an activity with more failure then success (and one that often produces minimal financial compensation), is it a wonder we don’t like doing it? But love it or hate it, cold calling is an essential part of the sales cycle. From my thousands of hours spent dialling for dollars, here are my 20 best cold calling tips for sales success.

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How to Sell: Your Sales Plan for All Stages of the Sales Cycle

How to Sell is to have a Sales Plan for All Stages of the Sales Cycle

I have created this post to be a reference of resources for all stages of the sales cycle, to help you create good sales plans and ultimately to be a complete guide on how to sell from beginning to end. I think it’s important to discuss sales plans in conjunction with the various stages of the sales cycle because they are positively correlated. Whichever stage of the sales cycle you find yourself in determines what sort of sales plan you need to prepare and execute. This post will outline each stage of the sales cycle and provide you with resources for effective strategies and tactics at every stage along the way.

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