Tag Archives: SPECIALIZED

The Best Managers are Unequal but Fair

Blog for Specialized Sales Systems

In my second job after college, I worked as a salesperson for a small professional services company.  One day, our best salesperson (not me, unfortunately) told us he was leaving. I didn’t understand it – Brad was killing it, and under our commission-heavy comp plan, he was making stratospheric money. When I asked him why, […]

Coach Like You Want Them To Sell

Coaches, here’s the number one reason it pays to employ a consultative coaching method:  Coaching is modeling.  What do I mean by this? Coaching = Modeling When you Engage reps and start with their needs, you’re modeling the consultative sequence you want reps to follow – start with the Real Needs, not your assumptions. When […]

You Need Flipped Sales Training – Here’s How to Do It

The flipped classroom is a hot topic in education today, to the point you would think it’s a new phenomenon.  While credit for the origin of today’s flipped classroom goes back to a couple of high school teachers in 2007, technology has been transforming and upending the learning process since the invention of writing – […]

Smarter Sales Training Starts with Smarter Learning Objectives

Once upon a time, a private company in the aviation industry approached us because the VP of sales wanted “closing skills training.”  His evidence:  CRM data showing abnormally long sales cycles for their industry, plus personal experience in the field with sales reps following up but not closing. We came into the situation after the […]

The Best Sales Training is SMART

Acronyms are useful devices for visualizing and remembering information.  And I’ve made a career out of helping clients turn complex data sets into easily retrievable nuggets.  And frankly, at times that’s involved some Procrustean hacking as I attempted to make the data fit the acronym. In this case, it’s the opposite: This is one of […]