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White Papers
Migrating from Managing to Coaching

The role that front line sales managers play in coaching to the right skills, behaviors and attitudes of their sales forces can greatly impact individual performance and company revenue growth. Good coaches inspire, motivate and promote excellence that ultimately translates to highly productive sales teams eager to land new clients, bring in bigger orders and help the company build brand equity.

Prospect Qualification: Increasing Sales Productivity

Learn how using the Qualified Prospect Formula® can enable you to look inside the minds of your buyers, to inspect the condition of your prospects and to realistically assess the probability that they will become your customers.

Breaking the 80/20 Rule: Selling Across Product Lines

We have long accepted the Pareto Principle as a rule that governs business. We begrudgingly tolerate that our 20% (usually our hot product) sells, and we grumble to ourselves that our marketing department is to blame for 80% not going through the door. We condone the rule, when we should be breaking it.

Building a Sales Team for Maximum Performance

Focus on the top five skills required to build a sales team for maximum performance: Understanding our client’s business issues, knowing what value is to our clients, accessing the actual decision-maker, operating from a mutually agreed-upon plan, and implementing a simple, repeatable sales process.

Successfully Installing a Sales Process

It’s the most common question we get asked, and there is no straightforward answer. Nevertheless, we believe that the foundation for an effective sales process begins with ensuring everyone knows what the process is and how they are supposed to do it. Therefore, the first step of installing a sales process is effective sales training.

Making Sales Training Sticky

Getting adults to change their behavior is one of the most difficult things to do, but there are common characteristics of organizations that have been successful in changing behavior. In this white paper, we share best practices for making training sticky based on thousands of sales training engagements.

6 Steps to Adoption

Considering the time and money invested in sales training programs, showing an ROI requires driving adoption at an individual, team and organizational level. This white paper outlines six steps used by the most effective sales organizations to manage change.