Naro Notables

Posts Tagged ‘sales skills’

Linking Sales Training to Revenue Growth

I read an interesting CareerBuilder.com report linking stalled revenue growth to the lack of formal sales training. While 35% of the companies surveyed for the report say they missed their revenue goals, 55% of sales leaders said they spent $10,000 or less annually on sales training. The conclusion of the report is that company’s need to invest more in training on critical selling skills. While I agree with the conclusion, my experience has been that company’s first need to remove several barriers to leveraging their investment in sales training. I’ve outlined those barriers and how to deal with them in the following article: http://www.thenarogroup.com/tngwps/wp-content/uploads/2012/07/TNG_Linking-Sales-Training-to-Revenue-Growth.pdf.

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Sales Readiness

How quickly and efficiently are your sales people moving qualified pipeline opportunities to closure? Do your existing sales methodologies and processes fully support your sales team? Do your sales people have the skills, pipeline models, forecasting capabilities, opportunity management, and planning tools that they need to succeed? Are they engaging in the right activities throughout the sales cycle?

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