Sales Training Connection

To excel in major account selling, getting really good at selling value is a must do. But being really good requires more than asking a few questions and

Every time customers, like those in the MedTech space, go through a period of transformation change, a new set of winners and losers emerge on the vendors’ side of the table.  The winners are those that make changes in their sales process commensurate with the changes in the buying process.

In times of rapid change, sales leaders cannot immobilize their sales teams because they don’t have all the information to remove all doubts before making a decision.  Sales leaders must remember their sales teams are looking towards them to lead – to clearly communicate a strategic direction so they can translate that direction into action at the account level.

This team selling trend presents a new challenge for salespeople: leading sales teams though influence.

Yet when it comes to beating the time clock, sales coaching is usually one of the early losers.  Although it is possible to imagine that more time will be added to clock for sales coaching if top sales management makes the necessary leadership commitments, the most likely scenario is the time you got is the time you have.

Launching new products is one of the toughest challenges B2B sales teams face. Millions of dollars are spent on new product launches, yet the sales force too often is neglected. This infographic contains best practices to help companies do just that.

To improve sales productivity, companies must give their sales team more time to sell.

A sales coaching challenge will emerge as customers change how they buy and what they will pay for it. Sales training is part of the answer for ramping up the sales force - sales coaching will be key.

Sales training - let's stop picking on sales role plays and start designing them based on established learning principles and so they're not destined to create a negative experience.

How can companies improve their sales training? 

Medical device salespeople must understand the business and financial consequences of new healthcare value proposition, and most importantly adapt your selling process accordingly – that means in most case sales training needs to be invited to the party.

There are no tricks or easy to learn tips for achieving excellence.  It is all about constantly working at getting better – having great sales coaching and superior support from your entire company.

When industries, like medical sales, goes through transformational changes a new set of winners and losers emerges. A piece of the puzzle for being among the former is making the investment in your sales team commensurate with the shifts in the customer’s buying process.