Archive for the ‘Press Review’ Category

12
Aug

Most companies fail to accurately measure the impact of their sales training programmes in a way that can lead to sustained improvement in performance. Let’s take a look at why measuring sales training is so difficult, what it takes to get it right, and explore one method that we have found to be effective.

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01
Feb

February 1st, 2016 Most sales competence training focuses at best on skills and technique and at worst on what we call ‘tips and tricks’. Elements of the ‘selling process’ are dissected into pieces, and then the inevitable skills parade focuses on the parts: account planning, lead generation, cold calling approaches, open and closed questions, presentations, […]

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