How to Get Closer to an Ideal Sales Coaching Strategy This Year

How to Get Closer to an Ideal Sales Coaching Strategy This Year

In sales, coaching and training are two terms that have often been used interchangeably, without distinction or clarity. It’s time for a change. Heading into 2017, we’d like to help make a clear distinction between sales training and coaching—and let you know which strategy we think  works. Coaching vs. Training vs. Evaluation First, sales coaching is intervention based on current performance for the purpose of improving future performance. It differs from training, which has the same purpose but is based on assessment of skills gaps. It differs from evaluation, which is based on current performance, but evaluation’s intended purpose is…read more >
How to Start a Career in Sales (When You Never Planned on It)

How to Start a Career in Sales (When You Never Planned on It)

During school I never considered working in sales. In fact, I thought I’d be the worst salesperson ever. Like many others, I never considered working in sales until I stumbled into a sales gig. After getting my degree in electronic media, I was offered a sales job at the company I interned with. A full time job right out of the gate seemed like a really good deal—since I was broke! Thanks to a B.S. degree that cost me 50K, I promptly took a job not at all related to what I studied! In college, I didn’t take a single…read more >
2017 Resolutions (Part 2) – Don’t Go It Alone

2017 Resolutions (Part 2) – Don’t Go It Alone

In the first part of this blog, I talked about every salesperson’s 2017 resolutions to “get in shape” when it comes to sales skills. This time, let’s dwell on the subject of creating better habits and building better discipline. As I mentioned before, these resolutions are best kept when working with others. When it comes to your sales fitness regimen, it’s never wise to go it alone. Repetition is critical to improvement Remember, it’s not practice that makes perfect. Practice makes permanent. It’s perfect practice that makes perfect. As such, most of us need a lot of repetition—of good habits—with…read more >
2017 Resolutions (Part 1) – Time to Hit the Gym

2017 Resolutions (Part 1) – Time to Hit the Gym

As we enter a new year, we tend to think more about getting “into shape.” It’s a time for new beginnings, a fresh start, and optimism that NOW is the time to act. For many of us in sales, the new year is a great time to make changes and adjustments to create the best possible results, namely an increase in our sales and income. For most of us, our results will improve if we focus on two key areas: Build Better Sales Skills Build Better Habits & More Discipline Let’s start with building better sales skills. I’ve worked with…read more >
The Sharing Economy: Paying it Forward in 2017

The Sharing Economy: Paying it Forward in 2017

We’re all familiar with the sharing economy. There’s sharing your home (airbnb) or just your couch (couch surfing). You can share a car parked nearby (zipcar) or have a complete stranger share his car and drive you anywhere (Uber). These services let us share commodities, space, and other, under-utilized resources. But what happens when we start sharing knowledge? This next step for the sharing economy has enormous potential value. In his Harvard Business Review article, Michael Porter explains the concept of “shared value.” Briefly stated, in addition to focusing on profits, companies need to focus on contributing something back to…read more >
Why Body Language Matters in Sales

Why Body Language Matters in Sales

Sales professionals often fail to recognize how much noticeable information they emit with their bodies. Watch your body language and close more sales. You get back what you put out. Unless you control your body, it’s telling your clients something you don’t want them to know. Your words may be spot-on but your body is saying, “I’ll discount my services if you ask. I can cut my commission in half—or I can throw that in for free if that’s what it takes.” You may also be sending subtle, nonverbal signals that convey anxiety, lack of confidence, desperation, or fear. Poor…read more >
The REAL Reason Your Sales Team Needs Interactive Video Training

The REAL Reason Your Sales Team Needs Interactive Video Training

I was excited when we first released the practice-reinforcement-roleplay feature for the Viddler Training Suite (VTS) platform. Webcam or mobile video is a great way to learn—especially if the video is used interactively. However, it turns out I missed the real reason to get excited about interactive video training. Let me explain: The best sales training instructors and sales coaches are increasingly frustrated by the fragmentation of today’s sales force. It’s hard to overcome schedule and time zone conflicts. It’s really hard to conduct quality, one-on-one or team training sessions. Properly used, online video is a powerful way to fix…read more >
6 of the Best Sales Training Skills Anyone Can Use

6 of the Best Sales Training Skills Anyone Can Use

If you’ve been in the sales game for awhile, you already know these, and practice them instinctively. So this will be a refresher. But if you’re new to the sales profession—or know someone who is—take a look at this breakdown of basic selling skills, and why they are important. As Daniel Pink and others have said, “we’re all in sales now.” Sometimes you’re selling yourself to someone in an interview to get a job. Or selling yourself to someone you are attracted to, to get a date. Or you sell a product or service to pay the rent. We all…read more >
Holiday Season Lessons for Sales Teams

Holiday Season Lessons for Sales Teams

December is upon us! The holiday spirit is everywhere, and we all try to live it up. It’s a time we’re allowed to be gluttonous, spend money, and have fun. Even if you’re not especially religious, however, there’s more to it than that. On the Facebook page for Cameron Diaz’s latest work, The Longevity Book, I found a great image. Usually, I forget things I see on Facebook in a matter of seconds. This one stuck with me. We usually associate the holidays with spending money on gifts, going to church or synagogue, or just trying to keep up with…read more >
What Can Sales Training Learn from Sports Video Motion Analysis?

What Can Sales Training Learn from Sports Video Motion Analysis?

Sports coaches have long used video to analyze and improve athlete performance. They’ve gone beyond the basics - re-watching a game or individual performance - to detailed analysis of tasks and biomechanics. Sales professionals often rely on sports analogies for motivation, but sales coaches still rely on in-person “ride-alongs” and other in-person approaches to evaluate a sales rep’s performance. They offer advice that focuses mainly on what went wrong. Perhaps it’s time for sales coaches to borrow sports coaching techniques as well? Video Motion Analysis Defined Software systems can let sports coaches mark key points in an athlete’s performance. They…read more >