The Sales Readiness Podcast™: Recent Episodes
Sales Readiness Group
The Sales Readiness Podcast is brought to you by the Sales Readiness Group (SRG). A leading provider of customized sales and sales management training programs for corporate sales organizations.
In this program, we share popular content from our site on sales, sales management, and sales training. Now available on audio to listen on the go.
If you enjoyed hearing about sales strategies for a fast start in 2024, I recommend you check out this other conversation, which you can find here: {{https://podcasters.spotify.com/pod/show/salesreadiness/episodes/Accelerating-Sales-Cycles-with-Data-Driven-Management-Strategies-e2bct8o}}Listen on:Apple Podcasts - https://podcasts.apple.com/us/podcast/the-sales-readiness-podcast/id1142036120Spotify - https://open.spotify.com/show/0vKXhgdf51YQxf5Fc04htb-- About Us: SRG, a part of SBI, serves as the benchmark in sales training and growth advisory for companies seeking excellence. Fueled by SBI's data-driven go-to-market acumen and enriched by SRG's tried-and-true sales training programs, we help clients grow their revenue, margin, and enterprise value in ways never before possible. Learn more at https://www.salesreadinessgroup.com
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If you enjoyed hearing about sales velocity insights for 2024, I recommend you check out this other conversation, which you can find here: {{https://podcasters.spotify.com/pod/show/salesreadiness/episodes/Unlocking-2024-SKO-Impact-Strategies-for-Year-Round-Sales-Success-e2bctm7}}
Watch the episodes on YouTube: https://www.youtube.com/@SalesReadiness/videos
-- About Us: SRG, a part of SBI, serves as the benchmark in sales training and growth advisory for companies seeking excellence. Fueled by SBI's data-driven go-to-market acumen and enriched by SRG's tried-and-true sales training programs, we help clients grow their revenue, margin, and enterprise value in ways never before possible. Learn more at https://www.salesreadinessgroup.com
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Learn about leveraging AI to enhance seller effectiveness, the best practices that the top sellers implement and how to develop role-play exercises for immediate feedback.Featured in this episode: Ray Makela, MD - Talent Development at SRG, a part of SBI, Bryan Kurey, Head of Research at SBI Growth and Jake Miller, Sr. Product Marketing Manager at Allego.
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About Us: SRG, a part of SBI, serves as the benchmark in sales training and growth advisory for companies seeking excellence. Fueled by SBI's data-driven go-to-market acumen and enriched by SRG's tried-and-true sales training programs, we help clients grow their revenue, margin, and enterprise value in ways never before possible. Learn more at https://www.salesreadinessgroup.com
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AI is revolutionizing business and changing the way sales professionals work. But is this enough to replace the human factor?In today’s episode, Ray Makela, GM of Sales Training at SRG, a Part of SBI, sits down with Alfred Ojukwu, a senior sales professional at Microsoft and co-chair of Blacks at Microsoft. They discuss the role of AI in sales, particularly the Microsoft tools Copilot and Bing Chat. They also explore the importance of diversity, equity, inclusion, and belonging in sales teams.
-- About Us: SRG, a part of SBI, serves as the benchmark in sales training and growth advisory for companies seeking excellence. Fueled by SBI's data-driven go-to-market acumen and enriched by SRG's tried-and-true sales training programs, we help clients grow their revenue, margin, and enterprise value in ways never before possible. Learn more at https://www.salesreadinessgroup.com
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In this episode, Ray Makela, General Manager of Sales Training at SRG, a Part of SBI sits down with Craig Hanson, the Senior Director of Marketing Strategy at Gong.
Gong has been trusted by thousands of companies worldwide to support their go-to-market strategies and grow revenue efficiently through a single, integrated platform.
In this discussion, they touch on how AI will transform the work of frontline sales managers and their teams as we enter 2024. They also cover the implications for organizations and the industry, along with some best practices to help you fully leverage the solutions available.
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SRG, a Part of SBI is the benchmark for sales training and growth advisory. Anchored by SBI's analytical Go-to-Market expertise and amplified by SRG's established sales training programs, SBI propels client success, enhancing revenue, margin, and enterprise value beyond previous boundaries. Learn more at https://www.salesreadinessgroup.com
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Get actionable SKO insights, real-world examples, and a sprinkle of planning tips to set you up for a winning year.
Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Sam Herring, Vice President and General Manager at Intrepid.
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Empower sales managers with pull-based strategies and effective coaching to navigate a conservative buying landscape.
Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, Craig Simons, Director of Growth at Allego, and Nick Toman, Chief Product and Strategy Officer AT SBI.
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Discover the intricacies of generative AI and practical applications in the sales industry to improve reps' performance and increase deal success rate.
Listen to SRG's General Manager, Ray Makela, sit down with Connor Grennan, the Dean of the Business School at the NYU Stern School, to discuss how the latest advancements in artificial intelligence are affecting the sales profession.
Will artificial intelligence ever replace salespeople? What are some real-world applications of generative AI, and how is it unlocking new opportunities for sales organizations?
We'll cover this and much more in today's episode.
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Tune in as the SRG team shares their personal impressions and key takeaways from SES Experience 2023. This episode offers a candid look at the future of Sales Enablement and modern sales strategies through the lens of industry leaders.
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Discover the transformative power of sales coaching in driving commercial excellence.
Featured in this episode: Ray Makela, General Manager - Sales Training at SBI, The Growth Advisory and Tony Erickson, Senior Partner and Technology Practice Leader at SBI, The Growth Advisory.
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Discover the key to identifying the root cause of underperforming sales reps and how to effectively address performance gaps with these tips for managers.
Featured in this episode: Norman Behar, Managing Director at the Sales Readiness Group, and Alonso Chehade, Director of Marketing at Sales Readiness Group.
Learn about the current state of sales managers, the impact of AI in sales management, and the human element of training and coaching.
Featured in this episode: Ray Makela, CEO of Sales Readiness Group, and Craig Simons, the Director of Growth at Allego.
Discover key differences between sales and account management and how they complement each other to drive revenue and build strong customer relationships.
Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Alonso Chehade, Director of Marketing at Sales Readiness Group.
Learn about real-world examples of how collaborative learning can help your sales team take charge of their own learning experiences and, ultimately, positively impact your sales organization.
Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, Julie Sherman, Manager - Global Partnerships and Alliances at Intrepid by VitalSource and Giang Slopek, Learning Experience Designer at Ardent.
Learn as to why building a positive member experience is crucial for sustainable growth and success for any business.
Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Michelle Peterson, Chief Member Experience Officer at A+ Federal Credit Union.
Learn to explore the use of ChatGPT and AI in sales coaching.
Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Cory Bray, Co-Founder at CoachCRM.
Learn about the difference between selling skills and sales methodology.
Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Alonso Chehade, Director of Marketing at Sales Readiness Group.
Learn how to prioritize customer success skills to build stronger relationships, differentiate themselves from the competition, and help retain clients for the long term.
Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Alonso Chehade, Director of Marketing at Sales Readiness Group.
Learn about how to sell to the CFO effectively in a slow economy.
Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Alonso Chehade, Director of Marketing at Sales Readiness Group.
Learn how to create a collaborative selling culture that prioritizes more than just meeting quotas.
Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Craig Simons, Director of Growth at Allego.
Learn about the latest trends and movements in the industry to stay ahead and ensure your teams' continued success.Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Ken Taylor, CEO at Training Industry.
Learn about the concept of selling against the status quo and strategies to overcome objections and persuade customers to take action.Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Alonso Chehade, Director of Marketing at Sales Readiness Group.
Learn about the adoption of change management and 70-20-10 Enablement model.Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Steffaney Zohrabyan, Sales Enablement Innovation & Insights Leader at Cisco.
Learn about strategies for sales leaders to increase sales during a recession, focusing on existing customers, targeting new ideal customers, and properly managing the sales pipeline.Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Alonso Chehade, Director of Marketing at Sales Readiness Group.
Listen to a panel discussion on how credit unions can harness the power of technology to transform their operations and member service.Featured in this episode: Greg Steward - Vice President Of Business Development at Sales Readiness Group, Stephen Miller - Assistant Vice President at A+ Federal Credit Union, Kirk Drake - Founder of CU 2.0, and Gordon Flammer, CEO at Datava.
Learn about the concept of selling against the status quo and strategies to overcome objections and persuade customers to take action.Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Alonso Chehade, Director of Marketing at Sales Readiness Group.
Learn about how to reimagine sales training and improve sales team performance using proven change management principles.Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, Shannon de Rubens, Change Management Principal @ DocuSign, and Steffaney Zohrabyan, Sales Enablement Leader @ Cisco.
Learn actionable insights to create impact beyond the Sales Kickoff event.
Featured in this episode: Ray Makela and David Jacoby, Managing Directors at the Sales Readiness Group.
Learn how successful sales organizations are training their teams to win bigger deals faster.
Featured in this episode: Norman Behar and David Jacoby, Managing Directors at the Sales Readiness Group.
Ray Makela, CEO of the Sales Readiness Group, and Steve Hall, Managing Director of Executive Sales Coaching, share insights for sales meetings with the C Suite and Key Executives.
Learn about how sales training is changing and how to measure and produce better learning outcomes.
Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, Shannon de Rubens, Chief Transformation Officer at Microsoft, and James Melcer, Senior Regional Director at Smartsheet.
Learn to manage a winning sales team in challenging times.
Featured in this episode: Norman Behar, Managing Director at the Sales Readiness Group, and Lisa Joseph, Vice President at GP Strategies.
Learn from top leaders while they share their insights on cultivating a member-centric sales culture at your credit union.
Featured in this episode: Michelle Peterson, Chief Member Experience Officer at A+ Federal Credit Union, Howard Meller, President/CEO at People First Federal Credit Union, and Lindsey Strange, Chief Retail Officer at Valley Strong Credit Union.
Learn to take your prospecting efforts to the next level, even during the toughest times.
Featured in this video: Ray Makela, CEO of the Sales Readiness Group, and Billy Salewala, Sales Development Manager at Allego.
Listen to a candid conversation about how to help sales teams rethink and revamp their prospecting strategies.
Featured in this video: Ray Makela, CEO of the Sales Readiness Group, and Jake Dunlap, CEO of Skaled Consulting.
Learn key strategies when selling to the c-suite.
Featured in this video: Ray Makela, CEO of the Sales Readiness Group, and Bob Basiliere, VP of Sales at Allego.
Learn key strategies when selling to the c-suite.
Featured in this episode: Norman Behar and David Jacoby, Managing Directors at the Sales Readiness Group.
Learn how to support and retain top sales talent from experts.
Featured in this video: Ray Makela, CEO of the Sales Readiness Group, and Sheevaun Thatcher, VP of learning, and Enablement at RingCentral.
Listen to top sales leaders sharing their insights on sales rep retention.
Featuring in this episode: Ray Makela, CEO of the Sales Readiness Group, Chris Costello, Executive Vice President, Worldwide Strategic Accounts at Amazon Business, and Juliana Stancampiano, CEO at Oxygen.
Learn three strategies to improve your teams’ prospecting effectiveness in a hybrid world.
Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Jonathan Carlson, VP of Marketing Manager at SalesHood.
Learn the onboarding best practices being deployed at some of the world’s most innovative and successful companies.
Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Jake Miller, Senior Product Marketing Manager at Allego
Learn how leading companies keep their sales teams engaged and connected with world-class sales coaching and collaborative learning.
Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Julie Sherman, Senior Partner Success Executive at Intrepid
Learn essential strategies and tactics that modern sales teams are using to access and interact with hard-to-reach C-Level Executives.
Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Tyler Lessard, VP Marketing at Vidyard.
Learn how leading companies are using collaborative, online learning to improve sales performance.
Featured in this episode: Ray Makela and Norman Behar, Managing Directors at the Sales Readiness Group.
Listen to get actionable insights for maximizing the effectiveness of your sales kickoff.
Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Jonathan Carlson, Senior Director of Marketing at Allego.
Learn key skills sales managers must master to build a higher-performing team with a system that focuses on managing the behaviors that drive sales results.
Featured in this episode: Ray Makela and Norman Behar, Managing Directors at the Sales Readiness Group.
Learn how leading companies are deploying collaborative learning initiatives to develop highly effective sales managers.
Featured in this episode: Ray Makela and Norman Behar, Managing Directors at the Sales Readiness Group.
Learn strategies to help sales teams interact with customers against the backdrop of virtual, in-person, and hybrid work environments.
Featured in this episode: Ray Makela, CEO & Managing Director, Sales Readiness Group; Dan Perry, Managing Director, Sales Excellence, Riverside Company; Andrea Rist, Director of Sales Enablement, Elsevier.
Learn how two leading companies are using collaborative online learning to improve their sales organizations.
Featured in this episode: CEO of the Sales Readiness Group Ray Makela, Briand Sanderson, Senior WW Surface Sales Readiness and Strategy Lead at Microsoft, and Art Robbin, Director of Sales Development at ABM.
Learn essential selling strategies your sales team can use to gain access and engage with key executives in the healthcare industry.
Featured in this episode: Ray Makela and Norman Behar, Managing Directors at the Sales Readiness Group.
Learn new tools and strategies to tackle sales coaching at scale in a hybrid world.
Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Jonathan Carlson, Senior Director of Marketing at Allego.
Learn how successful healthcare sales organizations are using collaborative learning to train their sales teams.
Featured in this episode: Ray Makela and David Jacoby, Managing Directors at the Sales Readiness Group.
Listen to learn how successful sales organizations are using collaborative online training to train their salespeople rapidly.
Featured in this episode: Ray Makela and Norman Behar, Managing Directors at the Sales Readiness Group.
Learn the best practices and strategies to develop and retain a high-performing sales team.
Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Jonathan Carlson, Senior Director of Marketing at Allego.
Learn how to build a high-trust sales organization, keep your remote team engaged and productive, and more!
Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Leah Clark, Author and Senior Director of GP Strategies.
Listen to learn essential strategies your sales team can use to access hard-to-reach Key Executives.
Featured in this episode: Ray Makela and David Jacoby, Managing Directors at the Sales Readiness Group.
Learn what skills sales managers will need to lead their teams into the post-covid era.
Featured in this episode: Ray Makela and Norman Behar, Managing Directors at the Sales Readiness Group.
Learn about recent research and insights on how sales managers can adopt new mindsets to lead their teams during uncertain times.
Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Leah Clark, Author and Senior Director of GP Strategies.
Learn how sales enablement can help their teams thrive in a post-Covid era.
Featured in this episode: Norman Behar, Managing Director at Sales Readiness Group, and Sarah Raines, Director of Enablement at Seismic.
Listen to learn how to create a collaborative training experience to enable your sales managers to build, coach, and lead high-performing sales teams.
Featured in this episode: Ray Makela, CEO at Sales Readiness Group and David Jacoby, Managing Director at Sales Readiness Group.
Listen to learn actionable insights for creating a highly effective and engaging virtual sales kickoff meeting.
Featured in this episode: Norman Behar, Managing Director at Sales Readiness Group, and Sam Herring, VP and General Manager at Intrepid.
Listen to learn techniques and best practices to enable your team to thrive selling virtually.
Featured in this episode: Ray Makela and Norman Behar, CEO and Managing Director at Sales Readiness Group respectively.
Listen to learn how to create a collaborative training experience to enable your sales managers to build, coach, and lead high-performing sales strategies.
Featured in this episode: Ray Makela, CEO at Sales Readiness Group and David Jacoby, Managing Director at Sales Readiness Group.
Learn about the best sales training delivery methods to meet today's learners' preferences while continuing to drive behavior change.
Featured in this episode: Ray Makela, CEO at Sales Readiness Group, and Ken Taylor, President and Editor-in-Chief at Training Industry.
Learn how to overcome the obstacle of reskilling technical specialists to be effective consultative salespeople through a blended, digital, and collaborative learning experience.
Featured in this episode: Ray Makela, Managing Director & CEO at Sales Readiness Group. Briand Sanderson, Sales Readiness and Strategy Lead at Microsoft.
Learn about recent research and insights on how sales managers can adopt new mindsets to lead their teams during uncertain times.
Featured in this episode: Ray Makela, CEO of the Sales Readiness Group & Leah Clark, Senior Director at GP Strategies Corporation.
Hear from two industry leaders who have delivered highly successful virtual sales training programs.
Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, Carrie Konior, Vice President of Sales Excellence at ABM Industries and Joy Reece, Sales Education and Communication at Edwards Lifesciences.
Learn best practices on identifying and selecting the best sales rep candidates and transforming them into peak performers.
Featured in this episode: Ray Makela and Norman Behar, Managing Directors at the Sales Readiness Group.
Learn from a panel of experts as they discuss their best practices and key considerations for hiring high-performing sales reps.
Featured in this episode: Matthew Power, Director of Sales at Wrench. Caroline Holt, EVP at EVERFI. Ray Makela, Manager Director at Sales Readiness Group.
A discussion about the often blurry line between a sales manager’s role and Sales Enablement and how Sales Enablement can enable managers.
Featured in this episode: Ray Makela, CEO at Sales Readiness Group. Juliana Stancampiano, CEO at Oxygen.
Learn how to equip managers to train and power their remote sales teams.
Featured on this episode: Norman Behar, Chairman and Managing Director of Sales Readiness Group, and David Jacoby, President & Managing Director at the Sales Readiness Group.
Training options and best practices to supplement in-person sales performance initiatives with effective digital options.
Featured in this episode: Ray Makela, CEO of Sales Readiness Group and Sam Herring, VP and General Manager at Intrepid
Hear from the three industry leaders on the current state and future of medical sales.
Featured in this episode: Allistair Douglas, Head of Performance Development at Alcon. Heather Johnson, Northeast Regional Sales Director at Aerie Pharmaceuticals. John Compton, Director of Global Training Academy at Arjo. Ray Makela, CEO at the Sales Readiness Group.
Learn how to equip managers to train and power their remote sales teams.
Featured in this episode: Norman Behar, Chairman & Managing Director at the Sales Readiness Group, and David Jacoby, President & Managing Director at the Sales Readiness Group.
Listen to this complimentary training on how to help your team keep opportunities alive and advanced stalled deals.
Featured in this episode: Ray Makela and Norman Behar, Managing Directors at the Sales Readiness Group.
In this panel discussion, we talk about the future of sales and sales management in a post-coronavirus world.
Featured in this episode: Ray Makela, CEO of the Sales Readiness Group. Matt Heinz, President of Heinz Marketing. Gerry Gallagher, VP of Marketing and Sales at GM Nameplate. Mike Andrews, SVP of Strategic Accounts at Smartsheet. Darren Nerland, Learning Strategist at Degreed.
In this episode,you'll be able to learn how you can help your sales team succeed by becoming an effective sales leader in this year.
Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and David Bloom, CEO of LevelJump Software.
Learn how sales enablement can help their teams survive and thrive in the new landscape.
Featured in this episode: Norman Behar, Managing Director at the Sales Readiness Group, and Irina Soriano, Head of Enablement at Seismic.
Learn how to leverage remote sales coaching to connect with your team and improve selling skills.
Featured in this episode: Ray Makela and Norman Behar, Managing Directors at the Sales Readiness Group.
Learn three proven prospecting strategies to increase your team's sales pipeline within key accounts.
Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, and Mario Martinez Jr., CEO & Founder of Vengreso.
Hear from two industry leaders who have delivered highly successful virtual sales training programs.
Featured in this episode: Ray Makela, CEO of the Sales Readiness Group, Carrie Konior, Vice President of Sales Excellence at ABM Industries and Joy Reece, Sales Education and Communication at Edwards Lifesciences.
In this audio track, we share insights from a recent survey we conducted in collaboration with Selling Power to better understand the correlation between sales management skills and sales team performance.
You'll learn about the state of sales management across different organizations, the most important skills sales managers need to perform their jobs, how to optimize your organization’s sales management initiatives, and how to benchmark annual investment in training for sales managers.
To get a complimentary copy of our sales management research report go to bit.ly/srpsmreport
Proven networking and access strategies to increase the number and quality of relationships within key accounts. You'll learn how to access and expand complex accounts, map organizations to get meetings wide and high, penetrate accounts and develop customer coaches, and more!
If you're looking to improve selling skills, you may also be interested in getting a complimentary copy of our white paper on Maximizing the Effectiveness of Sales Training. Download now to learn how to achieve sustainable success from sales training. You can get your free copy at bit.ly/srptraining
Strategies to empower your sales team to negotiate based on value as opposed to price. You'll learn ways to reduce pricing pressure, use concessions strategically, manage manipulative negotiating tactics, and more.
If you're looking to improve selling skills, you may also be interested in getting a complimentary copy of our white paper on Maximizing the Effectiveness of Sales Training. Download now to learn how to achieve sustainable success from sales training. You can get your free copy at bit.ly/srptraining
Best practices to help your sales team better manage opportunities and eliminate “bloat” from the sales pipeline to improve the accuracy of your sales forecasts.
If you're looking to improve sales management skills, you may also be interested in getting a complimentary copy of our High-Impact Sales Coaching guide, which you can download at bit.ly/srpcoaching
Best practices and strategies for planning and delivering persuasive sales presentations. You'll learn about fatal mistakes you don't want to make, techniques to deliver presentations that convert, and more.
If you're looking to improve selling skills, you may also be interested in getting a complimentary copy of our white paper on Maximizing the Effectiveness of Sales Training to learn how to achieve sustainable success from sales training. You can download your free copy at bit.ly/srptraining
The importance of grit in sales and six key factors to help you create and develop a gritty sales team for better performance.
If you're looking to boost sales team productivity, you may also be interested in getting a complimentary copy of our white paper on Accelerating Sales Hire Ramp-Up Time to increase the return of investment on your new sales hires. You can download a free copy at bit.ly/srponboarding
The problem with "pushing" to close a sale, discussing pricing prematurely, measuring sales coaching effectiveness, and the best approach to sales training.
SRG Insights is a new Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training.
You may be interested in our new book the High-Impact Sales Manager: A No-Nonsense Practical Guide to Improve Your Team's Sales Performance. To learn more and buy a copy go to bit.ly/srpbook
Sales manager: "my boss won't let me do my job", attitudes that set top salespeople apart, getting past the gatekeeper, how to improve hiring success rate
SRG Insights is a new Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience.
Follow us on LinkedIn to be the first to watch our new upcoming episodes at http://bit.ly/SRGlinkedin
Traits to look for in new sales hires, when a prospect is not ready to buy, how many sales pipeline stages do you need, dealing with seasoned sales reps who don't want training.
SRG Insights is a new Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training.
Follow us on LinkedIn to be the first to watch new episodes at http://bit.ly/SRGlinkedin
This audio track features an interview of our CEO Norman Behar in Sales Pipeline Radio with Matt Heinz. In this interview, Norman discusses our new book the High-Impact Sales Manager: How is this book different than others in the market, what does it mean to be a High-Impact Sales Manager, and what keeps sales managers from achieving better results.
Matt also asks Norman about how to get sales reps and sales managers motivated to learn and develop new behaviors, how long does it take to develop a coaching culture, and what can leadership do to help sale managers be more effective in their role as coaches and get better at managing their time.
Criteria for sales training success, managing conflict within your sales team, coaching your team to better qualify sales opportunities, motivating your sales team to win.
SRG Insights is a new Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training.
Follow us on LinkedIn to be the first to watch new episodes at http://bit.ly/SRGlinkedin
What to do when your prospect goes silent, how to create a world-class sales organization, holding your team accountable to the sales process, how to hire the right sales people.
SRG Insights is a new Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training.
Follow us on LinkedIn to be the first to watch our new upcoming episodes at http://bit.ly/SRGlinkedin
Sales contests and incentives best practices, unit win rate vs. value win rate, how to handle the shift to virtual training, measuring the impact of sales training.
SRG Insights is a new Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training.
Follow us on LinkedIn to be the first to watch new episodes at http://bit.ly/SRGlinkedin
Should sales managers lead training, best ways to increase sales team's performance in 2016, how to avoid wasting time with unqualified leads, getting sales leadership to change the status quo.
SRG Insights is a new Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training.
Follow us on LinkedIn to be the first to watch our new upcoming episodes at http://bit.ly/SRGlinkedin
High performing sales managers have a profound impact on a company's bottom line sales results. But, too often training initiatives focus on salespeople and not a company’s frontline sales management team.
In this podcast Norman Behar and Ray Makela, managing directors of the Sales Readiness Group, share best practices and strategies for creating effective sales management development programs.
Research shows that effective sales coaching can dramatically improve performance of sales teams -- in some cases driving up revenues by 20% or more.
In this one-hour podcast Norman Behar and Ray Makela, managing directors of the Sales Readiness Group, share best practices and strategies for implementing an effective sales coaching program for your sales organization.
Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing great results?
In this podcast Norman Behar and Ray Makela, managing directors of the Sales Readiness Group, discuss five essential factors that can help you achieve sustainable success from your investment in sales training programs.