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Leading Your Sales Team Through Times of Crisis.

2020-04-08T16:29:48+00:00

Leading Your Sales Team Through Times of Crisis. This Global Covin 19 Pandemic has caused disruption unlike anything we have witnessed before.  From a commerce perspective, spending will be significantly cut, economies will grind into recession, and selling, by and large, will be 10 times harder than it already was. It will take a special formula for you to have success leading your sales team through times of crisis like this. We have been here before. It is heartening to note that, though unrivaled in its scope, this is not the first time sales professionals will have to ride through  significant [...]

Leading Your Sales Team Through Times of Crisis.2020-04-08T16:29:48+00:00

Why Corporate Sales Training Often Fails to Achieve Desired Results

2020-02-04T15:34:13+00:00

by Dave Kurlan  – CEO Objective Management Group Why do you train salespeople and sales managers? Some companies want to educate them and improve their skills. Some feel obligated to provide training while others provide training to improve results. Some do it to help their salespeople, improve morale and feel good about making it available. These are all very noble concepts, but usually achieve disappointing outcomes. Train your salespeople to change your salespeople. Until THEY change, their beliefs, behaviors, strategies and tactics won’t change. And there’s the problem. Many companies, believing they have the resources (trainers, HR people, sales managers, [...]

Why Corporate Sales Training Often Fails to Achieve Desired Results2020-02-04T15:34:13+00:00