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CRM Radio

May 2018

Is Sales Training Needed?

May 2, 2018

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When to decide that Sales Training is Needed to Overcome Sales Shortfalls

After three months, sales are slipping and the sales manager is on the hot seat in the staff meeting. Everyone in the c-suite chimes in on what’s causing the slump. One of the things that always surfaces is, lets retrain the reps. It is as if they forgot:

  1. How to sell
  2. How to close
  3. How to sell the products
  4. How to prospect, etc.
  5. How to manage their time
  6. How to do demos

Soon everyone agrees (usually except the sales manager if the reps are retrained everything will go back to normal. Not really. It’s as if they have all bought into the belief that the salespeople have forgotten how to sell. To address this issue today of knowing when to retrain your sales reps, we interview Mike Schultz, president of the Rain Group an award winning sales training company. Schultz will surprise you with his answers which debunk the average board room trash talk about sales.

About our Guest

Mike Schultz is president of RAIN Group, Director of the RAIN Group Center for Sales Research, and best-selling author of Insight Selling Rainmaking Conversations. He’s been named a Top Sales Thought Leader globally by Top Sales Awards. Mike and the team at RAIN Group have worked with organizations such as Toyota, Bright Horizons, BNY Mellon, BDO, Hitachi, Lee Hecht Harrison, Lowe’s, Agilysys, and hundreds of others to unleash sales performance. Business Week, Forbes, Inc. Magazine, MSNBC and hundreds of others have featured Mike's original articles, research, and white papers, and frequently quote him as one of world's leading sales experts. 

About the Rain Group

RAIN Group is a global sales training and performance improvement company that unleashes sales potential by delivering transformational experiences for clients. Named a Top 20 Sales Training Company globally by Selling Power, RAIN Group has helped hundreds of thousands of professionals, managers, and sales leaders significantly increase their sales results. Headquartered in Boston, RAIN Group has offices across the U.S. and internationally in Bogota, Geneva, Johannesburg, London, Mumbai, Sydney, and Toronto. 

Sponsor for this show:


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