Category Archives: training

Setting Your Training Objectives

Training Objectives Once you have commited to a training program, it's a good idea to think about your training objectives. Don't think that you can simply repurpose your company goals as training objectives. Objectives need to be much more specific … Continue reading

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Determining Your Training Needs

Training Needs Analysis – A First Step If you think you might need a training program for your sales force, the first step is to conduct a needs analysis. A thorough needs analysis will take some time and effort, but … Continue reading

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Your Training Problem

Do you think that you have a training problem? I don't think so. If you went to the hospital with a broken arm and they put a cast on your arm would you say that you have a cast problem? … Continue reading

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3 myths about training

3 common myths about training are revealed. Continue reading

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The 7 Habits of Highly Effective Appliance Salespeople

    Steven Covey recently died of complications from an injury suffered in a bicycle accident. He's most famous for his bestseller, The 7 Habits of Highly Effective People. Here are 7 entirely different habits that are characteristic habits of … Continue reading

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Sales training success is linked to learning activities

In the two previous blogs we’ve argued that lecture based PKs or training sessions are not effective, and that good training sessions begin with having specific performance objectives. Simply telling sales associates about the features and benefits of your product, … Continue reading

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First step to a successful PK or sales training session.

It all begins with the PK objective. Ask yourself this question: What is it that I would like to have happen as a result of this meeting? You’ll probably come up with an answer like, “I want them to know … Continue reading

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Making PKs and other sales training sessions work.

The initials P.K. stand for product knowledge. Just like the student in Gary Larson’s famous comic, the sales associates attending most PKs already have brains full of more information than they can possibly keep track of. They’re barraged by emails … Continue reading

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