Two important questions that you need to ask after any sales training or workshop

There is a lot of value in measuring the success of any sales training. You can measure the reaction, knowledge, application, business impact and even ROI. It’s an important way of evaluating your training and its effectiveness. Does it move the needle? Many training programmes, however, end with the completion of a short survey. SomeContinue reading “Two important questions that you need to ask after any sales training or workshop”

How to use the GROW coaching model in sales

GROW is a very popular coaching model. I first learned about it when I was moving into a technical sales engineering people leader role. My manager was the VP of sales for international markets. As part of my onboarding into this new role I attended a training course for new people managers hosted by theContinue reading “How to use the GROW coaching model in sales”

10 Ways to improve your first week of sales onboarding

The wow experience: First impression counts! You hired new sales reps, managers and leaders and now they are looking forward to their first day at your firm. Make that first day an amazing experience! You want new hires to think: Wow, I have joined an amazing company and team! On their first day, the newContinue reading “10 Ways to improve your first week of sales onboarding”

The secret of creating a sales coaching culture

Why is coaching so important? As a sales leader your responsibility is to lead your sales reps and help them develop their sales skills and career. Not all sales reps manage to achieve their targets. You will have a few reps that achieve and exceed targets, many will be mid-performers and some might really struggle.Continue reading “The secret of creating a sales coaching culture”