Category: learning

The difference between sales coaching, management and training

In a small sales team, the leader might have to watch over a variety of tasks, from training and coaching to broad management. These activities may, at first glance, even seem to go hand-in-hand - leaders manage people, who need to be trained and coached…

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Three ways to blow a sale

All customers are unique with their own personalities. They have different pain points, respond to a variety of emotions and have their own interests. It's always difficult to generalize something like sales because each engagement is dynamic, so there…

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What the reduced role of agents means for the sales cycle

In decades past, the sales cycle hinged on the success of agents and representatives. They were the playmakers, engaging prospects from the outset and sticking with them through the finalized sale. Some even played pivotal roles in customer relationship…

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A narrow focus can generate big results

Improving sales figures requires continual small adjustments that create more effective pitches. Providing staff members with the right sales performance management can give them the confidence  to exceed monthly or quarterly goals. However, maintaining…

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Boosting staff performance with continual learning

Getting a strong performance from employees day in and out can be challenging for any company. Incentive and compensation programs can help businesses meet specific goals, but seeing consistent results often depends on building the right type of…

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