Why “Sales Training” Doesn't Work

One of the most memorable takeaways from our interview with Sales Enablement expert Roderick Jefferson was this line: “I believe you train animals and enable people.” After pondering this for quite some time - about 1 second, we agree!

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Ready to Step Onto the Sales Scale?

Imagine kicking off a weight loss program if you had never in your life stepped on a scale. How would you measure your weight loss success? How would you stay motivated on tough days without seeing the progress you had made so far? Of course you wouldn’t try to lose weight without even knowing if, or how much weight you have to lose in the first place. That would be ridiculous.

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The 3 Letter Word Most Sales Training Overlooks | Interview with Mike Kunkle

Selleration CEO, Nick Rini, interviews sales expert Mike Kunkle about how one 3 letter word is the key to increasing the Selling Judgement of sales reps.  Mike Kunkle is the Vice President of Sales Transformation Services for Digital Transformation Inc., and founder of Transforming Sales Results LLC.  

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Sales Leadership 101 - Mistakes New Sales Managers Need to Avoid

New to sales management and your sales team not performing up to expectations? Maybe it’s time to evaluate your approach to sales coaching. Here are top sales coaching mistakes those new to sales leadership roles need to avoid at all costs.

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Improving Sales Performance of the 60% Just Got Easier...

You can always count on your top 10-20% of sales reps to deliver, and your bottom 20% to disappoint. The real risk - and reward - lies in the 60% of your sales reps that fall somewhere between the heroes and the hopeless of your sales team.

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Pre-Hire Assessments - The Sales Manager's Crystal Ball..

You need to hire a rep.  You’re under pressure. The territory is active and you’re filling the gap, but you’re not getting the results you need to fulfill numbers obligations. So, you begin a search.  After sifting through so many resumes your eyes are beginning to emit smoke, you invite a candidate to meet.

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3 Steps to Assist in Sales Associate Skills Development

Sales training can seem like an uphill battle. Strong personalities are drawn to sales.  The personality of a sales rep tends to be more competitive and less interested in following the direction of management than the typical corporate worker.

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