Why I Decided to Join the SPARXiQ Team
[NOTE: This post was originally published in late November of 2018. I have updated it to reflect a few changes, including the company rebranding, my title, and some cool new solutions that we offer.] The position change announcement feature on LinkedIn has become the birthday announcement on Facebook. Except for anyone with a large network, […]
Continue readingMaximizing the Power of Role Play and Sales Simulations
It’s unfortunate that role play has a low level of acceptance in many sales organizations. Done well, it’s one of the very best ways to train, coach, and improve skill levels. In this post, I’m not going to attempt to convince you that role play is an outstanding learning or performance improvement tool. For that, […]
Continue readingSales Leaders: It’s Time to Get Serious About Purposeful Practice & Skill Mastery
I did some counting recently. 2022 marks my 37th year in the sales profession and the 27th since my first sales training role. For the past 25 years, I’ve focused on finding holistic performance solutions that move the needle on the metrics that matter and radically improve sales mastery and performance. I’m still enjoying a […]
Continue readingHow to Build a Blended Sales Training Curriculum That Gets Results
Sales training can be part of a well-designed solution set that radically improves sales performance. It can also be a tremendous waste of time, energy, and money. To get results, you need to implement sales training within the framework of an Sales Learning System, which I’ve written about previously. In this post, I’ll offer […]
Continue readingTransform Your Sales Results with a Systems Approach – Part 4: Sales Training
In Part 1 of this series, I shared that the solution to our current sales problems and the vehicle for transforming your sales results is a Systems Approach to Sales. The four systems I cited are: Sales Selection System Sales Readiness System (formerly Sales Support) Sales Training System (formerly Sales Learning) Sales Management System In Part 2 of […]
Continue readingTransform Your Sales Results with a Systems Approach – Part 3: Sales Support
In Part 1 of this series, I shared that the solution to our current sales problems and the vehicle for transforming your sales results is a Systems Approach to Sales. The four systems I cited are: In Part 2 of the series, I highlighted the Sales Selection System. In this Part 3 post, I […]
Continue readingTransform Your Sales Results with a Systems Approach – Part 1 (Overview)
It Ain’t Easy, Making Green With apologies to Jim Henson and Kermit the Frog for that header, and apologies to you for the poor attempt at humor, I think we can agree that the road to sales performance improvement is a noble yet challenging path. If you work in sales leadership or a sales performance […]
Continue readingSales Enablers: For Best Results, Focus on Sales Force Performance (not Sales Reps)
Have you reviewed sales enablement job descriptions lately? As members of the burgeoning Sales Enablement Society or the Sales Enablement Community of ATD (and almost anyone close to the Sales Enablement market) will tell you, “sales enablement” means different things to different people, and is being executed differently in different organizations. This certainly is apparent in […]
Continue readingCraft a Practical & Powerful Sales Value Proposition
Reality Check Stop and think for a moment about the difference between the average high school theater production and an Oscar-winning movie. Got that in your head? Now, do the same with the average high school orchestra and the Chicago Symphony Orchestra (the “other” CSO). Clear? Now, do the same comparison for the average telemarketing […]
Continue readingHow Sales Training & Sales Managers Can Partner to Drive Results
There’s a lot of talk these days in the sales enablement community about the need for sales and marketing alignment. I wish I saw more of it actually happening, but I’ve written about it, too, and see the need, so you certainly won’t hear me disagreeing. When it happens, the results can be impressive: less […]
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