This article understandibly caught my eye at the Top 10 Sales Articles website: “Tough Times Call for Tough Training”.
Often people think of “training” as only skill and knowledge building. However there are additional plusses from good training – motivation and a positive attitude. These can be even more important than the skill and knowledge development.
Training takes time and money – two resources that are in short supply at the moment. However, both can be overcome with a little creativity.
The author goes on to discuss the type of training, who should attend, who should conduct it and how to make it cost effective. You can read the full article here.
When you hear the term gatekeeper, what does the term imply to you? Some people visualize David Spade’s famous Saturday Night Live character that was tasked with controlling access to Dick Clark’s office. In the skits, one notable person after another would come in to visit Dick Clark. Spade was famous for his “and you are…?” line. You’d be surprised how often sales professionals hear those words used in a condescending manner. Just recently, one rep described how one gatekeeper went through three of those “hanging questions”…