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Coaching & Training

What Makes a Good Salesperson? 5 Key Qualities Needed for Success

On this episode, Paul O'Connell asks: What are the attitudes that help the most successful salespeople excel? Core sales...

13 Sep 16

1 min read

By Norman Behar Read More

Coaching & Training

New Sales Manager: My Boss Won't Let Me Do My Job!

On this episode, a new sales manager asks: My manager often gives me good advice on how to get my team to respect me. La...

9 Aug 16

2 min read

By Norman Behar Read More

Coaching & Training

4 Key Resources to Maximize Post-Sales Training Effectiveness

The most common concern we hear about sales training initiatives is will the training stick (i.e., will participants app...

3 Aug 16

2 min read

By Norman Behar Read More

Coaching & Training

How Many Sales Funnel Stages Do You Really Need?

On this episode, Warren Miller, Sales Director at One View asks: How many sales pipeline stages do you recommend in a CR...

2 Aug 16

2 min read

By Norman Behar Read More

Coaching & Training

How to Increase Your Sales Team Motivation to Win

On this episode, Morgan Pierce, Senior Director of Product Marketing at Altify asks: How do you motivate your team to wi...

16 Jun 16

3 min read

By Norman Behar Read More

Coaching & Training

How to Manage Conflict Within Your Sales Team

Renan DeBarros asks: How do you deal with office conflicts? On this episode, we talk about performance counseling and ho...

9 May 16

5 min read

By Norman Behar Read More

Coaching & Training

Top Criteria for Sales Training Success

On this episode, Rainer Simmoleit, CEO at P4C Consulting asks: What are the top criteria for sales training success. to ...

4 May 16

4 min read

By Norman Behar Read More

Coaching & Training

Hiring Salespeople That Are The Right Fit For Your Team

On this episode, Anne Sommi Edmondson, Executive Vice President of Marketing asks: In one of my past jobs, we churned th...

8 Apr 16

3 min read

By Norman Behar Read More

Coaching & Training

Strong Sales Process Steps to Hold Accountability

On this episode, Founder of Membrain.com George Brontén asks: "How do you hold the sales team accountable for executing ...

30 Mar 16

2 min read

By Norman Behar Read More

Coaching & Training

Creating and Building a World Class Sales Organization

On this episode, Sales Director Gary Pickering asks "How do you create a world class sales organization?". We describe t...

25 Mar 16

2 min read

By Norman Behar Read More

Coaching & Training

What to Do When Your Prospect Goes Silent

On this episode, Ema Roloff asks: How do you re-engage a customer, who has given a verbal, that has gone silent? What wa...

18 Mar 16

2 min read

By Norman Behar Read More

Coaching & Training

How to Measure Sales Training Effectiveness

On this episode, SRG's CEO and Managing Director Norman Behar talks about what's the best approach to measuring the effe...

4 Mar 16

2 min read

By Norman Behar Read More

Coaching & Training

How to Handle Shift to Virtual Training

On this episode, SRG's CEO and Managing Director Norman Behar shares best virtual training tips when considering moving ...

1 Mar 16

2 min read

By Norman Behar Read More

Coaching & Training

Sales Performance Indicators: Unit vs Value Win Rate

On this episode, SRG's CEO and Managing Director Norman Behar shares advice on managing sales performance. Jon Ray asks:...

22 Feb 16

2 min read

By Norman Behar Read More

Coaching & Training

How to Implement a Contest to Increase Sales Team Motivation

On this episode, SRG's CEO and Managing Director Norman Behar shares his best practices for sales contests and incentive...

10 Feb 16

2 min read

By Norman Behar Read More

Coaching & Training

How To Approach Your Sales Leadership to Change the Status Quo

On this episode, SRG's CEO and Managing Director Norman Behar shares advice on how to get sales leadership to change the...

29 Jan 16

2 min read

By Norman Behar Read More

Coaching & Training

How to Avoid Wasting Time with Unqualified Leads

On this episode, SRG's CEO Norman Behar shares advice on how to avoid wasting time with unqualified leads. Dan Christie ...

28 Jan 16

2 min read

By Norman Behar Read More

Coaching & Training

The Role of Sales Management in Sales Training

On this episode, we talk about the role of sales management in sales training. The question is: To what extent should a ...

21 Jan 16

2 min read

By Norman Behar Read More

Coaching & Training

How You Can Develop Sales Leadership Skills as a Sales Manager

If you want to become a high-impact sales manager, the type that consistently achieves great results with your sales tea...

16 Nov 15

2 min read

By Norman Behar Read More

Coaching & Training

How to Engage and Train an Experienced Salesperson

One of the greatest challenges many sales training initiatives face is that the participants (sales professionals) often...

21 Jul 15

2 min read

By Norman Behar Read More

Coaching & Training

Improving Win Rates with Better Sales Closing Techniques

When I speak with sales leaders about improving sales performance, one of their most frequent comments is that they need...

24 Jun 15

2 min read

By Norman Behar Read More

Coaching & Training

How to Tell If You Had a GREAT Sales Call

One of the most common, but often misunderstood, expressions after meeting with a customer is that “it was a great sales...

8 Jun 15

2 min read

By Norman Behar Read More

Coaching & Training

How to Help Sales Managers Successfully Coach Selling Skills

One of the primary reasons sales managers neglect to coach their sales reps is that they don’t know how. Although this i...

30 Mar 15

3 min read

By Norman Behar Read More

Coaching & Training

When Sales Coaching Works Best and When to Skip It

If you want to maximize the performance of your sales team, there is almost universal agreement that you must master the...

10 Oct 14

3 min read

By Norman Behar Read More

Coaching & Training

Sales Pipeline Management in Today's Post-CRM World

The nearly universal adoption of CRM solutions (Salesforce, Microsoft Dynamics, Sugar…) has led to an emphatic requireme...

9 Sep 14

2 min read

By Norman Behar Read More

Coaching & Training

What's the Best Sales Training Delivery Method?

There is an ongoing, evolving debate about the best way to deliver sales training programs. At the center of this debate...

18 Aug 14

1 min read

By Norman Behar Read More

Coaching & Training

How to Train and Engage Millennial Salespeople

One of the biggest challenges senior sales leaders face is how to onboard and train millennial salespeople. This is part...

25 Jul 14

1 min read

By Norman Behar Read More

Coaching & Training

Study Reveals the Importance of Sales Training

Ask any sales training professional and they will tell you that a common question among key sales training stakeholders ...

11 Jul 14

2 min read

By Norman Behar Read More

Coaching & Training

Pipeline Techniques: Help Your Team Avoid A Bloated Sales Pipeline

One of the most challenging aspects of managing a sales team is sales pipeline management. While the nearly universal ad...

12 May 14

2 min read

By Norman Behar Read More

Coaching & Training

How to be a Successful Inside Sales Manager

Great frontline sales managers are a real differentiator in maximizing the potential of sales teams. This is particularl...

17 Apr 14

2 min read

By Norman Behar Read More

Coaching & Training

Extending Sales Training beyond the Classroom

This past Tuesday we sponsored a panel discussion on Leveraging Technology to Deliver Highly Effective Sales Training So...

23 May 13

1 min read

By Norman Behar Read More

Coaching & Training

Align Selling Skills with the Sales Process To Achieve Better Results

What's more important: developing selling skills or following a sales process? This question has become much more amplif...

24 Apr 13

1 min read

By Norman Behar Read More

Coaching & Training

How to Get Sustainable Behavior Change from Sales Training

What can a sales organization do to maximize its ROI from a sales training initiative? Start by focusing on the followin...

12 Nov 12

2 min read

By Norman Behar Read More

Coaching & Training

Why Sales Training Fails (And What You Can Do About It)

According to the American Society of Training and Development, US-based companies spend approximately $20 billion a year...

6 Sep 12

2 min read

By Norman Behar Read More

Coaching & Training

Improve Sales Prospecting Process Through Better Targeting

Let’s face it, most sales reps need to spend more time sales prospecting. In our experience sales reps avoid the sales p...

22 May 12

1 min read

By Norman Behar Read More

Coaching & Training

Creating a Coaching Culture & Why It Matters With Your Sales Rep

Many managers get so immersed in tracking past performance that they neglect to focus on how they can improve the effect...

16 Feb 12

1 min read

By Norman Behar Read More

Coaching & Training

How to Increase Your Mobile Sales Team Motivation

Given the rapid pace of technology and the efficiencies of working from a home office sales people are spending more tim...

11 Jan 12

1 min read

By Norman Behar Read More

Coaching & Training

Cloud-Based Sales Training

Better selling produces better performance. It’s intuitive. And sales training is a proven method for improving the sell...

2 Oct 11

1 min read

By Norman Behar Read More

Coaching & Training

How Does Your Sales Team Stack Up?

Every day we are inundated with blogs and articles describing how selling has changed. The primary driver of this change...

14 Sep 11

1 min read

By Norman Behar Read More

Coaching & Training

Missed Opportunities

In an ideal world, sales reps would only focus their efforts on “sales ready” opportunities. While this makes intuitive ...

17 Aug 11

1 min read

By Norman Behar Read More