If you're in the training business, you're in the business of behavior change. And, wow, it's really difficult. We are all, literally, creatures of habit. Our role in helping people have the courage and discipline to change the way they act is significant and tricky. 

Q4 is upon us. It’s been a tough sales year. Your sales team has one last quarter to pull the numbers up. Prospecting and closing business around the holidays present a challenge and salespeople lose focus. What can you do to prepare your reps to look for last minute opportunities and make one final push? What can your sales reps say to get contacts to meet and close a sale with little time left in the year?

2020 has been a challenging year for sales leaders. If you weren't facing disruption before, the global pandemic pushed it upon you. Almost overnight, all sales positions transitioned to "inside sales." And the new normal of virtual selling comes with its own challenges of video conferencing fatigue, sourcing and calling buyers' mobile phones, and a decrease in email open rates.  

Sales teams have faced a long list of challenges this year due to the pandemic. Travel restrictions and meeting cancelations have put quotas at risk. Even with some reopening, in-person meetings are rare.

As we all know, salespeople absolutely love to win and hate to lose—and think they can win every deal. Sales management might say, "I love to win as much as the salespeople, but only if it’s the right business!" Sales managers well know the hot pursuit of a win can backfire when salespeople go after deals that aren’t profitable and, frankly, may not be winnable.

When you are speaking to executives about training initiatives, to get approval or update them on progress, you need to use visuals that effectively communicate the information they need to make decisions. 

Selling is hard enough - don’t make it harder by ignoring your customer’s buying journey.  Sales strategies that take into consideration how customers go through their buying journey will lead to winning more sales. 

Do your salespeople send one follow-up email and expect results? With everyone working from home during this turbulent time it’s extremely important that your company has a proper follow-up sequence to get the highest conversion. Prospects do reply to cold emails but it’s on you to make sure your sales team is more persistence than your competitors.

How do you ensure installation of learning for your front-line leaders and management team?  No matter the modality, there needs to be a process of engagement in place that ensures successful implementation.  Through an engagement matrix, AMA will outline the necessary steps to ensure a successful transfer of skill development as it aligns to recognizing managerial competence within your organization.  AMA will share best practices on how to ensure the probability for success in a virtual learning environment.

AI is changing the world. AI in sales is changing the way managers coach. Using AI managers get a deep insight previously unavailable to them for their coaching efforts. With insight from AI managers can craft the exact coaching to match the person and the skill development need. With AI managers can coach selling skills better in less time. 

Who you are and why the rest of the world should want to do business with you is one of the most important keys to your success--it’s all about your personal brand! But like anything else, care must be taken to ensure that it is properly developed, maintained, and refreshed as needed.  

Relationships have always been important in selling. Even in the new digital age, making personal connections based on trust and integrity, and supporting client goal achievement, remain essential to top sales performers. Unfortunately, many average salespeople operate under the impression that strong business relationships "just happen" when you get to know someone.

Competitive, challenging and constantly shifting - that is today’s marketplace! To grow and compete you need a new set of sales and leadership strategies, and a new approach to business growth. In this high-energy, power-packed session, Motivational Speaker Meridith Elliott Powell, shares everything you need to know to turn uncertainty to your competitive advantage. She’ll show you how to inspire your team to proactively navigate change, see and prepare for the disruption coming, and how to stay razor-like focused while still remaining highly flexible so you are prepared no matter what this marketplace does.

Budgets are tight in this new pandemic economy. If you’re in charge of training a sales team, you know how hard it is to justify any new investment in your program these days.

You can’t do your job if you don’t know what’s going on.  So, you gather your team for a mandatory staff meeting.  Maybe they grumble and complain about how this impedes their autonomy, or maybe they gleefully prepare dog-and-pony slides in which they play the hero. Either way, you end up sitting through a meeting where each of your team members answers the unasked question of "how’s it going" in his or her own way, and you’re left to decode what’s really happening, what problems they’re glossing over, and what results you can actually expect next week, next month, and next quarter. 

New research with buyers reveals a behavioral blueprint for sellers. Spoiler alert: buyers respond favorably to leadership behaviors, and not so much to outdated sales-y behaviors. Buyers want leadership, and so do sellers. That's why Sales Managers have to manage sales using sales enablement strategies AND lead people using techniques for sales ennoblement.

In today’s COVID-19 economy, EVERY sales position counts! Sales managers are being asked to generate more with less, so you simply cannot afford to make a hiring mistake. The good news is there has never been a deeper pool of talented salespeople to choose from in the past 10 years. The bad news is there have never been more toxic salespeople on the market. Is your hiring process geared for the unique challenges of hiring the right salespeople?  

With work from home and social distancing, email prospecting has become more important than ever and how you write your emails has changed significantly. Remember the rule to put the call to action right at the front? Not any longer. How about the rule to forget what your second-grade teacher taught you? Now you have to remember it!  

Sales training and enablement is tougher than ever before. Whether your sales force is across the street or across the country, you’re working overtime to support your team.  

Forget Photoshop and pricey stock photography—you already have everything you need to create professional looking image-centric slides in PowerPoint.

US companies spent 15 billion on sales training in 2018 according to LinkedIn’s State of Sales Report. For companies who didn’t focus on management training to make that training stick, they likely lost up to 13.5 billion of that investment to the Forgetting Curve- where up to 90% of new information is lost within a week of their training ending.

New clients are the lifeblood of every business.  With Covid 19 many businesses are reporting their sales pipelines are getting week.  Deals are stalling, pushing out and if you sell to the airlines, or hotels, cancelling.  It is critically important to discover new ways to dramatically increase the number of conversations your sellers / channel is having with prospects. More at bats is one of the more effective ways to de-risk your pipeline and increase for forecasting accuracy. For many leaders this KPI will mean life or death to their business over the next 6 months.

Hiring right has always been important, especially for sales roles, which are like the Olympic athletes of business or corporate astronauts (they need to have "the right stuff"). Right now, this is even more true than it usually is, and even more important that your new sales hires can sell (possibly remotely, for a while) and deliver the results you need.

Looking for a way to accelerate sales results, but can’t get buy-in for new tech? Sales readiness technology helps you directly impact the bottom line by targeting activities that move the needle: training, onboarding, coaching, and in-field productivity.