12 Signs Your Sales Training Program Is Failing – and How to Avoid It

Have you ever implemented a sales training program and been disappointed with the results? Maybe it looked something like this: Symptoms of a Failing Sales Training Program The purpose of the sales training program is unclear, either to management or to participants (or both). Some or all of the salespeople don’t believe they need sales [...]

By | 2016-10-04T11:51:09+00:00 October 4th, 2016|Sales Leaders|2 Comments

The Sales Methodology Every Sales Manager Should Adopt

As a sales manager, which sales methodology should you adopt (if any)? To start, there are a lot of sales methodologies out there. There’s The Challenger Sale, Meddic, Target Account Selling, Spin Selling, Solution Selling, and even our very own DEAL (plus a bunch more). With all of these methodologies, it can be confusing. Your [...]

By | 2016-12-04T16:12:09+00:00 September 29th, 2016|Sales Leaders, Sales Success|2 Comments

What’s the Best Sales Training? Sales Training You’re Open To!

Most salespeople dread sales training—even when the best sales training programs are right in front of them. However, I was never that person. I always looked forward to stepping out of my daily routine to have another person, outside of my company, re-invigorate and inspire me to be a better version of myself. As a [...]

By | 2016-12-05T15:15:50+00:00 September 27th, 2016|Sales Leaders, Sales Success|2 Comments

4 Factors in How to Define Expectations with Your Sales Team

Learning how to define expectations is one of the key responsibilities for any sales manager. But have you noticed that your various salespeople respond very differently when you set sales expectations? Some salespeople will see any expectation, whether an activity goal or a revenue quota, and do all they can to reach it. Others may [...]

By | 2017-02-23T14:53:17+00:00 September 15th, 2016|Sales Leaders|1 Comment

Change Management: How Building a Sales Playbook Can Fail

When I’m speaking with prospective clients, one of the best questions they can ask me is “What would cause this program to fail?” It shows me that they’re invested in making things work and really thinking about how to implement our sales growth program. I typically respond with some specific things we’ve noticed as the [...]

By | 2016-10-17T16:47:37+00:00 August 30th, 2016|Sales Leaders|0 Comments

Employee Training: Do You Have the Right Salespeople on the Bus?

Employee training is necessary. It’s important. But employee training shouldn’t stop at new hire on-boarding. Continued training with current employees is equally, if not more important, than initial training. According to ClearCompany, 76% of employees want opportunities for career growth. What better way to promote career growth than to focus on continued employee training? But [...]

By | 2016-10-17T16:47:44+00:00 August 16th, 2016|Sales Leaders|2 Comments

Why Bother with Team Building for Sales?

We talk a lot here about team building for sales. We’ve posted lists of sales team building activities and team building quotes, and we’ve often written with the assumption that our readers are invested in team building for sales. But as we meet with people, we occasionally hear other perspectives. If my sales team is [...]

By | 2016-10-17T16:47:51+00:00 July 26th, 2016|Sales Leaders|2 Comments

Why Traditional Training Models Need to Change

Traditional training models are broken. That’s right: broken. And it’s about time for a complete overhaul. To put this in context, I’ll be referring quite a bit to what we here at CFS refer to as a paradigm shift. What is a paradigm? In technical terms it’s defined as “a typical example or pattern of [...]

By | 2016-10-17T16:48:02+00:00 June 30th, 2016|Sales Success|0 Comments

What Happens When Top Producers Share Their “Secret Sauce”

What happens when top producers share their “secret sauce”? You might be surprised! Charles Bernard, our CEO, addressed this question at a recent seminar day for the New York Staffing Association. Watch the video or view the transcription below to discover not only what happens to top producers when they share, but also what happens [...]

By | 2016-10-17T16:48:06+00:00 June 23rd, 2016|Sales Leaders|1 Comment