Every sales force has a handful of salespeople who dramatically outperform their peers. By isolating what your top performers do that is different from the others, you can develop the same capabilities in your entire sales force and close the performance gap that most companies accept as a fact of life. Join our Sales Effectiveness Practice Leader Jason Jordan as he explains: 1) Why the performance gap exists between the top and bottom salespeople, 2) Where the root causes can be found, 3) How to uncover the secrets within your own sales force, and 4) How to transform all of your salespeople into superstars.

After months or years of development, it’s finally time to put a promising new product in the hands of your salespeople. Now what can you expect? Rapid market penetration or sales force resistance? Whether through your direct sales force or channel partners, a product launch can be a disruptive, confusing, and even unwelcomed event for salespeople. New things to learn, more words to say, pressure from above. For a new product to quickly gain traction, you must give more to your sales force than just cursory product training and short-term incentives...

Companies spend millions of dollars each year training their salespeople.  Yet, most sales training is off-the-shelf, generic, and one-size-fits-none.  In our experience, management usually selects a training program based on the stellar improvement it claims to have brought about in someone else’s sales force.  But each sales force is different, with its own unique skills, processes, products, and customers.  Therefore, each sales force needs a training regimen that fits its own needs and will have the greatest impact on the productivity of its own salespeople...

Whether you sell products or solutions, your customers now expect your salespeople to add value.  But your processes, technology, metrics, and skills are all rooted in a transactional past.  Can you shed your sales model that is geared toward efficiency and build a sales force that is effective at counseling your clients?  Yes ... But it’s not going to be easy.

Sales tools can dramatically boost sales performance for relatively little cost.  During this seminar, learn how to identify the tools that your sales force really needs, how to develop them, and how to leverage them across your sales cycle.