Sales Training Archives - Page 10 of 10

[Infographic] Hiring Bad Salespeople May Be Killing Your Business

Salespeople make or break your business. It’s that simple. So the stakes are literally (business) life and death when it comes to hiring a salesperson. Yet it is shocking how many bad salespeople there are and how casual many companies are about the process of selecting them. One of the problems is that hiring managers and/or business owners often do not appreciate just how much damage just one bad salesperson can do, or how remarkably valuable one good salesperson is. Like the proverbial frog in water that is slowly turned up to the boiling point, the damage takes time, but

Is Cold Call Reluctance a Sign of a Bad Salesperson?

In the world of sales recruitment, businesses are constantly trying to find the candidates that are most likely to successfully close sales and outperform their competitors. Unfortunately, many companies find out too late that their current sales hiring methods fall short when it comes to finding sales candidates who can really perform well in their sales environment. Some companies like to interview and test for cold call reluctance. They theorize that if a person is shy about making calls, he or she should not be selling for a living. However sales is about more than just cold calling, so this conclusion

Can a Motivational Speech Increase Drive in Your Salespeople?

Companies often include motivational speakers in their training systems, and a good motivational speaker can spark some fresh thinking and bring energy into the program. However, these speeches will not be a cure-all for your sales team. Unfortunately, even the most inspiring motivational speakers cannot transform a low-Drive person into a high-Drive person. Since only 15% of the general population actually have the skills necessary to succeed in sales, it is imperative to manage your expectations ahead of time. Can a Motivational Speech Increase Drive in Your Salespeople? was last modified: August 1st, 2013 by SalesDrive, LLC

Be Wary of “One Size Fits All” Sales Training

Often sales managers bring in sales trainers and make it mandatory for everyone to attend. And often the outcome is disappointing . . . not only are a good percentage of the salespeople, who attend, busy reading text messages and tuned out, but after the time and money is spent there is no noticeable change in behavior. Usually the reason for this breakdown is that different salespeople have different needs, so a salesperson who is already adept at persuasion is going to be bored stiff at a persuasion seminar, while the well-organized salesperson will perceive a time management seminar as

Sales Training

Can You Train a Low-Drive Salesperson to “Hunt” Successfully?

The answer, for the most part, is “No.” A lot of data now shows that almost all successful salespeople who are asked to go out and develop new business share the innate personality characteristic psychologists call “Drive.” Learn why low-Drive salespeople could be hurting your sales and how to find the right high-Drive salespeople. Importance of Drive in Sales Drive consists of sub-characteristics including Need for Achievement, Competitiveness and Optimism that cannot be taught beyond adolescence. We each develop these characteristics by early adulthood through a combination of our inborn characteristics and the circumstances of our upbringing. The

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[Infographic] Hiring Bad Salespeople May Be Killing Your Business

Is Cold Call Reluctance a Sign of a Bad Salesperson?

Can a Motivational Speech Increase Drive in Your Salespeople?

Be Wary of “One Size Fits All” Sales Training

Can You Train a Low-Drive Salesperson to “Hunt” Successfully?

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