BLOG
SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO
6 Components of an Effective Sales Training Program
Many salespeople lack the skills for success. Boost long-term results with a robust sales training program. Emphasize leadership support, hybrid training, and ongoing coaching. Discover how to build a winning sales training program. ******** As someone who grew up playing sports, I understood the importance of practice and training at a young age. Many of the lessons I learned on the court and field have laid the foundation for what I know now about sales training. A quote from renown Coach Bobby Knight (in Knight: My Story) stands out in my mind. “The key is not the will to win. Everybody has that. It is the will to prepare to win that is important.” The same holds true for modern sellers. While mindset, persistence and grit go a long way in winning a sale, a strong sales training program is the most important element for your organization’s success. Shockingly, more than half of people in sales don’t...
Why a Sales Perspective Is Crucial for Effective Board Leadership
Learn how sales governance strengthens board decisions and drives success. ******* Few boards prioritize recruiting directors with specific expertise in sales. However, as companies face mounting pressures, the inclusion of a sales lens on the board can serve as a crucial differentiator. The article “Sales Governance and the Board,” featured in Private Company Director, explores the importance of sales governance and its role in driving shareholder value, new market strategy, M&A success, and product innovation. The article identifies several key areas where strong sales governance can positively impact an organization. For example, sales results directly affect shareholder value, and the inclusion of a sales voice in new market strategies can mitigate risks often overlooked by finance and risk committees. Additionally, the article highlights the importance of sales due diligence during M&A,...
Video: How Can You Master Video Meetings for Sales Success?
Most client and prospect meetings happen within the four walls of a video call. So how can you ace that meeting and move an opportunity forward? Here are two areas to focus on for better outcomes: 1. Brevity When planning your video meeting, keep it concise. If you’re used to covering three agenda items, consider trimming it down to two. Less is more in a virtual setting. Similarly, limit the number of documents you share. Instead of multiple files, focus on one or two key documents, saving the rest for follow-up. 2. Clarity Start with clear outcomes for your meeting and ensure everyone knows the time constraints. Wrap up with a summary of next steps and schedule the follow-up. Leaving space at the end for clarity will set you up for success in your next conversation. By focusing on brevity and clarity, you’ll ensure your next video meeting is a win. Take Your Sales Team to the Next Level...
How Elite Sales Teams Adapt to a Changing B2B Sales Model
When your B2B sales model is disrupted, will you be proactive or reactive? Learn how elite sales organizations adapt with agile strategies, strong leadership, and modern sales skills. Don’t wait for change—prepare for it. ******** Even just skimming the recent business headlines, it’s safe to say that sales models in every industry are drastically changing. Here are a few examples, impacting both B2B sales models and B2C sales models. Southwest Airlines is looking to revamp their passenger model after 50+ years of open seating. Signet Jewelers (owners of 11 brands including Kay, Zales, and Jared) is betting that couples buying engagement rings will shift to buying them online in significant numbers. Charles Schwab, whose bank was a reliable source of revenue and profit, is rethinking their model in the face of depositors moving their cash into products with higher interest rates. Slowdowns in the farming...
Outbound Conference 2024: Sales Prospecting, Pipeline, Productivity
OutBound Conference isn't simply back. It's better than ever before. I’m excited to share that I’ll be serving as a sales keynote speaker at the 2024 Outbound Conference, and I’d love for you to join me. The Outbound Conference is the premier event for sales professionals, bringing together the best minds in the industry to share insights, strategies, and tools to help you excel in today’s rapidly changing marketplace. This is a fantastic opportunity to connect with industry leaders, gain new perspectives, and sharpen your skills. Whether you’re looking to improve your sales strategies, learn about the latest trends, or simply network with like-minded professionals, the Outbound Conference has something for everyone. Outbound Conference 2024 Event Details: Date: November 5-8 Location: JW Marriot Resort, San Antonio, TX For more information and to register, go to outboundconference.com. Be sure to use code...
Video: How to Win in Sales by Thinking Like an Olympic Commentator
The recent Olympic games got me thinking about what makes a truly great commentator. After watching countless hours of coverage, I realized that the skills that keep viewers engaged are the same ones that can elevate sales professionals to new heights. Olympic commentators know how to captivate an audience with timing and insight—skills that can transform your sales approach. Take a page from their playbook and engage your clients with purpose, clarity, and the perfect pauses. 1. Understand the why. First, a great commentator has a deep understanding of the WHY. They provide context, helping viewers understand not just what is happening but why it matters. In sales, understanding why something is important to your client and being able to communicate that effectively is key to building trust and driving action. 2. Be selective with your technical knowledge. Second, commentators are selective with...
Sales Training: 3 Sales Proposal Do’s and Don’ts
Is your sales proposal truly standing out? If your logo was removed, would it still reflect your brand's unique value? In sales, it's essential to "uneven" the playing field by focusing on client outcomes, simplifying complexity, and strategically using the Rule of 3. ******** Here’s a question to consider: If you took the logo off of your sales proposal, how would it look to your client? Would it stand out? Or would it look like your competitor’s? In competition, we often hear the importance of a “level playing field.” But one place that term doesn’t apply is in sales. Your sales training should emphasize a process and sales proposal strategy to “uneven” the playing field. But too often, we don’t stand out, we look just like our competitors in the eyes of the client. Being a Modern Seller requires us to think beyond the basic features, benefits, and pricing data that is in most proposals. Sales...
6 Key Sales Training Impacts and How to Measure Success
What is your sales training impact? Ensure you're achieving the right results by focusing on strategic outcomes, cultivating a positive sales culture, fostering the right mindset, tracking progress in opportunities and territories, aligning with sales structures, and contributing to organizational goals. Measure both objective and subjective results for success. ******** Whether you’re a sales leader, sales professional, or in a sales enablement role, if you’re investing in skill development through sales training programs you want to accomplish the right results. What are the results to be looking for, and how do you measure your progress? Not all results are created the same. The role of sales training teams includes partnering with the sales organization to recommend and prioritize the relevant results. Examples include: Objective results (backed by empirical data) and subjective results (backed by...
Guest Post: Board Service as a Business Growth Strategy
Non-profit board service is a powerful yet underutilized strategy for business growth. It enhances leadership skills, broadens networks, and strengthens your organization's reputation. By incorporating board service into development plans, you can unlock new opportunities and build a natural leadership pipeline. In this article for Smart Business Magazine, I explore how to turn this noble endeavor into a strategic asset. Visit Smart Business Online to read the full article and discover how to integrate this into your growth strategy. Read the article. Build a Winning Sales Strategy Don’t let your competition get an advantage. I can help you develop a successful sales strategy. Contact me to schedule a conversation.
Video: How to Overcome 3 Barriers Sabotaging Your Sales Strategy
Is your sales strategy falling short of expectations? These three common obstacles might be holding you back: 1. Lack of a Specific Sales Strategy Surprisingly, the first obstacle might be that you don't actually have a dedicated sales strategy. You may have a broad vision or growth plan for your organization, but without a specific plan that outlines sales goals, activities, and accountabilities, you’re missing a critical component. A clear, focused sales strategy is essential to turn your broader vision into reality. 2. Lack of Structure, Ownership, and Visibility Another major hurdle is the lack of structure, ownership, and visibility within your organization. Without clearly defined roles and responsibilities, and without making your sales plan highly visible and prioritized, it's easy for it to fall by the wayside. This neglect can prevent you from achieving your sales goals. Ensuring that your plan...
Our Strategic Selling signature sales training program is now available online. This online sales learning program is ideal for professional services and B2B sales. Get started with 2 free lessons.
