LSA Global

NOVEMBER 16, 2022

Product-Oriented versus Customer-Oriented Experienced sales managers know that their team’s sales presentations should orient their messages toward the customer rather than the product. Yet research shows that salespeople regularly stumble headlong into a product-oriented approach when making sales presentations.

Sales 36

Sales B2B Research Productivity 36

LSA Global

DECEMBER 10, 2021

Corporate Training Impact Why would any organization invest in professional development unless it believed that their training investment would pay off for their people and the business? And yet far too many businesses invest in corporate training without meaningful or agreed-upon success metrics.

Training 36

Training Training Exercises Case Study 36

Harvard Business

MARCH 20, 2018

Not long ago, my company was the king of ineffective sales training. We’d hire and onboard reps and then train them in a hurried few weeks dedicated to shadowing sales calls, reading call scripts, and learning how to handle objections. Newer and lower-performing sales reps began practicing daily.

Sales 34

Sales Training Training Study 34

Rick Conlow

APRIL 23, 2023

Managers are poorly trained and disengaged from executive leadership. The negative bottom-line results equal lower customer service, quality, productivity, and sales. All managers will need regular training to improve their Servant Leadership and performance management skills. In the Seven Pillars study , comparing a 10.8%

Leadership 97

Leadership Training Training Resources 97

LSA Global

JUNE 21, 2022

Confidence in Sales Experienced sales managers know that their sales teams need competence and confidence to succeed. Sales team confidence needs to be high. Here’s a research study from our microlearning experts that we weave into our customized business sales training workshops that answers that question.

Sales 36

Sales Research Study Training 36

Business Consulting Agency

FEBRUARY 27, 2024

According to a study by McKinsey, retailers that focus on operational excellence can achieve cost reductions of up to 20%. This not only improves sales but also ensures that retailers can respond swiftly to market demands and trends. According to Statista, global e-commerce sales are expected to reach $6.4

Retail 52

Retail Consulting Trends McKinsey 52

LSA Global

AUGUST 2, 2021

Shorten Your Sales Cycle In sales, time is money. The more quickly you can close the right deals with the right clients – or kick unqualified leads out of your pipeline – the more successful you and your sales team will become. For more sales in less time, don’t be shy. Don’t view referrals as an afterthought.

Sales 36

Sales Training Training Study 36

LSA Global

MAY 19, 2022

Almost every business sales training program teaches how to ask effective sales questions. You need to know how sales questions build rapport with customers. A Realistic Sales Scenario Edward, a consulting firm executive, is in his first meeting with Chelsea, who sells enterprise software. But be careful.

Sales 36

Sales Research Meeting Groups 36

Rick Conlow

APRIL 23, 2023

Managers are poorly trained and disengaged from executive leadership. The negative bottom-line results equal lower customer service, quality, productivity, and sales. All managers will need regular training to improve their Servant Leadership and performance management skills. In the Seven Pillars study , comparing a 10.8%

Leadership 86

Leadership Training Training Resources 86

Harvard Business

JUNE 12, 2017

companies spend over $70 billion annually on training, and an average of $1,459 per salesperson — almost 20 percent more than they spend on workers in all other functions. Yet, when it comes to equipping sales teams with relevant knowledge and skills, the ROI of sales training is disappointing.

Sales 36

Sales Training Training How To 36

The Fearless Marketer

JULY 1, 2019

Directing your prospect to online information about your services (what I call a Sales Letter). But the most neglected part of this process is that durn* sales letter. Why a sales letter is absolutely essential. Why a sales letter is absolutely essential. However… What should go into your sales letter?

Sales 63

Sales How To Guidelines Case Studies 63

Rick Conlow

MAY 17, 2023

The Container Store offers its employees competitive pay and benefits, as well as a strong focus on training and development. Without changes outdated polices and training on the topic, it is challenging to adopt and implement servant leadership principles. Study the literature, get training and coaching, and do your homework.

Leadership 112

Leadership Training Training Airlines 112

LSA Global

FEBRUARY 15, 2021

The First Step How is your sales pitch going? Welcome to the world that too many sales reps endure day after day. You need to learn how to create more open sales prospects. What they are missing is the critical first step in any effective sales process. Many prospects react negatively to sales calls.

Sales 36

Sales How To Case Study Case Studies 36

LSA Global

APRIL 10, 2020

High performing B2B social sellers build relationships on digital platforms and turn online connections into offline sales conversations and long-term customer relationships. LinkedIn’s recent State of Sales report found that 62% of B2B decision makers look for an informative LinkedIn profile when considering talking with a sales rep.

Sales 36

Sales B2B Metrics Case Study 36

Rick Conlow

NOVEMBER 6, 2023

Our partnership with them included servant leadership training. The company’s sales goals required great improvement in employee engagement and customer experience. Sales results beat the competition. CCL conducts research on leadership development, and their studies emphasize the role of coaching in leadership.

Leadership 91

Leadership Ethics Training Training 91

LSA Global

MARCH 15, 2020

Every Sales Team Would Like to Convert Sales Leads Faster. Your sales conversion rate measures the effectiveness of your sales team at turning sales leads into new customers. It measures how often your sales reps are turning prospects into real business. New sales leads grow cold surprisingly fast.

Sales 36

Sales Case Study Case Studies Metrics 36

Rick Conlow

MAY 31, 2023

Our assessment identified a silo mentality throughout the organization and minimal leadership development or training. We addressed the issues with new communication channels, customer service and quality initiatives, on-going quality leadership training for all leaders (executives, too), and team development applications.

Training 99

Training Training Leadership Resources 99

Harvard Business

NOVEMBER 8, 2016

Outbound B2B sales are becoming less and less effective. In fact, a recent survey found that connecting with a prospect now takes 18 or more phone calls, callback rates are below 1%, and only 24% of outbound sales emails are ever opened. Marketing can train salespeople in social media systems, processes, and best practices.

B2B 65

B2B Sales Media Guidelines 65

Rick Conlow

JULY 11, 2023

For example, high employee disengagement equals: Poor morale More employee turnover Absenteeism Poor customer service Lower productivity Fewer sales Lack of employee loyalty Less profit. In addition, managers lack training in the process of employee engagement that drives customer engagement which sparks greater profitability.

Company 63

Company eBook Leadership Training 63

LSA Global

MARCH 14, 2019

Impact of Managers on the Transfer of Training. What is the true impact of managers on the transfer of training? Each participant was asked for one example of how “coaching conversations with your manager have made a significant difference in a sales situation.” 20% Higher Skill Adoption. 20% Higher Skill Adoption.

Training 28

Training Training Management Groups 28

LSA Global

MARCH 10, 2019

Why Measure Training? Are corporate training metrics simply an exercise in futility that pleases training experts and HR but otherwise has no meaningful value to the business? If you are only measuring training satisfaction, hours, costs, participants, programs etc. Nowadays, driving is the more lucrative skill.

Metrics 28

Metrics Training Training How To 28

LSA Global

DECEMBER 12, 2017

High Sales Attrition Can Be a Major Problem. Most studies peg average sales attrition between twenty-five and thirty percent split fairly evenly between voluntary and involuntary attrition. The Costs of High Sales Attrition. The Top Three Reasons Behind High Sales Attrition. Lack of Conviction and Purpose.

Sales 34

Sales Culture Recruiting Recruitment 34

LSA Global

AUGUST 20, 2019

All companies seek to experience high sales growth. A Recent McKinsey Study. A recent McKinsey study of more than 1,000 companies identified five meaningful things that distinguish fast-growing sales organizations from their lagging peers. Four Ways to Unlock High Sales Growth for Your Company.

Sales 28

Sales Company How To McKinsey 28

LSA Global

APRIL 25, 2022

That is why solution selling training focuses on being buyer-centric. Help Your Sales Team to Sell New Solutions To sell new solutions effectively, sales teams need a solid game plan to create the confidence and competence to succeed. Top sales teams create sales battlecards for each key buyer persona.

How To 36

How To Sales Training Training 36

LSA Global

OCTOBER 18, 2021

Upselling or Downselling How many times have you been told in business sales training to look for ways to upsell your buyers? Establishing Credibility and Trust Think about meeting a sales prospect for the first time. A Large-Scale Study Our microlearning experts point to researchers from three U.S.

Sales 36

Sales Study Research Training 36

Rick Conlow

JANUARY 8, 2023

An ACSI study proved that the leading companies consistently outperformed the market by. An AmEx study found customers are willing to spend 17% more with companies that deliver excellent service. In addition, check out our this new training: 21 Servant Leadership. as lower rated companies. considerable margins.

eBook 107

eBook Leadership Training Training 107

MishTalk

APRIL 15, 2017

Dealers will be less relevant as fleets make up a much bigger portion of sales. Additional effects would include a sharp drop in fuel demand—an impact looked at in depth in an upcoming comprehensive powertrain study by BCG. The study concludes “The next car you own may be your last.” Your Last Car. Consider suburbia.

Study 49

Study Automotive Transportation Insurance 49

Harvard Business

APRIL 26, 2016

For decades, Sales and Academia remained worlds apart and the business world did fine. But Sales is changing, Academia is out of touch, and this is bad for business and the academy. Sales was traditionally seen as a form of service work, with an emphasis primarily on developing moral character.

Sales 28

Sales Education Training Training 28

Rick Conlow

JUNE 19, 2023

Ensure employees have reliable access to these tools and provide training if needed. Provide Professional Development and Training Opportunities: Offer remote employees opportunities for skill development and career growth. Provide access to online training resources, virtual workshops, or conferences.

Leadership 101

Leadership Training Training Productivity 101

Rick Conlow

SEPTEMBER 25, 2022

For example, quickly count the f’s in this sentence: “Finished files are the result of years of scientific study of a few dedicated experts.”. Pre-play positive results on sales, goals, and customer contacts. Schedule and invest more time on organizing, planning, thinking, tracking, communicating, training, and learning.

Management 96

Management Training Training Leadership 96

Harvard Business

JUNE 30, 2017

When it comes to training and workforce development, lots of them. In a 2014 survey , 55% of executives said a major constraint to investing in training was that they did not know how to measure success. The metrics we track include: productivity, cost savings in recruitment and training, quality, retention, and speed to promotion.

Training 39

Training Training ROI Metrics 39

Harvard Business

MARCH 10, 2017

Sales executives with even moderately large, distributed sales forces rely on data to help them understand which activities and behaviors lead to the best outcomes. Yet much of the data from sources such as CRM reporting tools and time studies is self-reported, and thus inherently flawed. Refining Sales Team Structure and Roles.

Sales 37

Sales Software Productivity Data 37

Rick Conlow

DECEMBER 1, 2022

Unengaged employees are less productive and lose companies billions of dollars in lost sales, poor customer service and inferior quality. Gallup’s employee engagement studies show that employees fully engaged perform 202% better on performance drivers than other employees. What if they did more genuine leadership coaching?

Leadership 101

Leadership eBook ROI Resources 101

Harvard Business

AUGUST 25, 2017

Ask any organization what’s happening in the sales department on the last few days of the month and the entire last week of any fiscal quarter. Sales teams are closing deals, at all costs. million sales transactions from the anonymized data of 151 U.S. But sales managers also have to take some blame.

Sales 28

Sales Company Cash Flow ROI 28

Rick Conlow

AUGUST 21, 2023

For example, one of our clients wanted to increase sales results with existing customers. Through planning meetings, training, and coaching we ramped up the initiative. Study these proven approaches. Managers may not have received proper training or guidance on how to effectively recognize and appreciate their employees.

Training 69

Training Training Culture Leadership 69

Harvard Business

JUNE 1, 2018

A new product line had failed, and the company believed the problem was either poor product delivery times or lack of effort by the sales force. After throwing millions at both problems, they finally realized what the real issue was: misaligned goals between marketing and sales. Lost sales opportunities.”

Sales 28

Sales Marketing B2B Case Interview 28

LSA Global

JUNE 18, 2020

The even better news is that how you sell (your sales experience) is the one thing your company can still design, improve, measure, and control in a way that is difficult to replicate or replace. This creates a wonderful opportunity for sales driven companies to use selling as a formidable competitive advantage for growth and profitability.

Sales 36

Sales Training Training Culture 36