Blog

31

Dec

In my last blog, I referenced a troublesome statistic found when doing some Internet reading. One company's research suggested 90% of sales training initiatives fail. While troublesome, it wasn't necessarily surprising. Most research and surveys suggests, at best, short-term impact on sales productivity from investments in traditional training programs for sellers.

31

Dec

While doing some on-line reading, I came across a pretty remarkable statistic. In a recent survey, a research firm found that of companies surveyed, sales training initiatives failed 90% of the time. 90%? Really? That's almost complete failure. I've seen other reports that don't paint this dismal a picture, but most research on sales training points to a failure to produce sustainable, long-term results.

So this begs the questions:

31

Dec

Training Industry, Inc. and AXIOM Sales Force Development, LLC have released a new research report examining how organizations sustain the impact of their sales training initiatives, particularly using coaching techniques.

With the participation of more than 120 companies, the research report reveals several key findings, including:

31

Dec

Sales Managers Who Sell vs. Sales Managers Who Coach

31

Dec

As the economy improves, sales managers are finding it more difficult to find qualified sales people, and missing out on sales opportunities. AXIOM Sales Force Development explains the sales on-boarding process and structure is equally important as people.

31

Dec

Dallas, Texas, July 23, 2013  Today AXIOM Sales Force Development, LLC announced that it has been included on the 2013 Top 20 Training Companies list published by Selling Power magazine. The list appears in the Summer (July/Aug/Sept) issue of Selling Power, which will be mailed to subscribers in the second week of August.

31

Dec

Dallas, TX, July 16, 2013 - AXIOM Sales Force Development LLC, leader in global sales coaching, sales methodology, integrated software solutions, and implementation, announces the appointment of industry leader Steve Potts as Chief Sales and Marketing Officer.

31

Dec

Today's buyer empowered, uber competitive selling environment, requires sellers to be much better at qualifying opportunities than they have ever been in the past. Why? Because buyers have ready access to the product information they believe they need to make a buying decision. When sellers arrive they, the buyers, are ready to close the sale by negotiating the best price. Sound familiar?

31

Dec

Should sales managers be compensated based on the performance of their team? According to over 1700 respondents to CSO Insight's Sales Management Optimization 2013 Key Trends Survey, the majority believes so. I also support the majority's position. Unfortunately, I don't necessarily support what parts of the sales team's performance the majority of organizations compensate managers.

31

Dec

I have a list of blog topics that I work from each week. If you've been following me, you know it includes topics like forecasting, sales process, sales management and coaching. So, as usual, I referred to this trusty document this morning for direction and inspiration. I see the words, "4th of July related content." I stared at my monitor, then back at the topic, then back at my monitor.

The Fourth of July, 1776. Independence. Freedom.