we ask because in our experience nearly every b2b firm neglects at least one of the four basic types of sales training. in fact, it’s really, really common for an organization to focus on just one of the four categories. for example, some very extroverted sales managers see themselves as the “coach” of the team. in their minds, sales training is synonymous with a pre-game pep talk. they might spend most of their time on the basics, essentially getting the team functionally literate in the sales profession. sales team leaders usually attempt to replicate the type of training that they had in the early stages of their own careers. but you can break that cycle by learning more about the different types of sales training and making sure that they are all part of your team development strategy.
to help you along the way, we have a couple of resources. check out the webinar on maximizing the effectiveness of sales training and the tutorial how to deliver sales training that sticks. in this on-demand training session, we explore proven strategies and critical steps for developing effective sales training programs that have “stickiness” built-in from the very beginning. to identify areas for improvement and help gauge the efficacy of your company’s strategic and tactical sales capabilities, simply answer the 190+ questions in this self-assessment as truthfully and objectively as possible. some teams are so mired in tactical grunt work and daily firefights that they never make progress on strategic pursuits. the triangulated competitive audit guide provides an expanded reference list of the various types of questions you’ll want to ask about your competitors and why. this interview with dan mcdade, the author of the truth about leads, exposes why b2b lead generation is broken and what you can do to fix it. mindbrew’s experienced analysts and researchers gather proven practices and practical know-how from practitioners and industry experts all over the world—people who are working in the trenches on a daily basis and being held accountable for the success or failure of their decisions.
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