This group of sales professionals whose primary location is stable and out of a single location could be an office setting or a work from home situation.

Why Is Reinforcement So Important to Sales Training?

Certificate of Completion in The Harris Consulting Group’s N.E.A.T. Selling™ Online Sales Training is an investment –– in your career, yourself, your family, and ultimately your financial success. Increase your sales by improving your skills with one of the top sales training programs in the industry.  The Ebbinghaus Forgetting Curve  From 1880-1885, Hermann Ebbinghaus ran studies for his hypothesis of how humans retain information. Many people still follow and believe this today. Studies have shown that after 30 days, without reinforcement of the content being taught and learned, much of it is lost. In fact, 77% of learning is forgotten within just 6 Days if it is not reinforced! Studies have also shown that with [...]

Why Is Reinforcement So Important to Sales Training?2020-09-07T13:45:45+00:00

Announcing 5 Week N.E.A.T. Selling™ Training and Reinforcement Program

Ebbinghaus’ Forgetting Curve basically states that, after 30 days, someone only retains about 20% of what they’ve learned. We’ve always focused our sales training to include coaching for managers and reps both before and after the initial training. And it’s worked.  Then came Covid-19, and the idea of a “single day of training” has been left in the dust.  So we started thinking, “How do we pivot? And if we pivot, how do we better support our customers? Could we address the forgetting curve?".  We interviewed sales leaders and sales reps, including VPs of Sales, Sales Managers, Inside Sales Reps, Field Sales individuals, and Customer Success. What we discovered is that people wanted a longer [...]

Announcing 5 Week N.E.A.T. Selling™ Training and Reinforcement Program2020-09-07T13:45:52+00:00

Negotiating your Work From Home Expenses

As WFH will continue to be the new normal it's important that companies and employees take a good look at what it takes to have healthy work from home policies, especially around the equipment needed. And most importantly, who is responsible for it? Whether you are in inside sales, field sales, marketing, engineering, HR, IT, this stuff matters, a lot. We believe that companies should build strong cultures, and as such, it's up to the company to provide these resources.   Now, if you are in need of a job, bills, family, rent, mortgage, etc. Then we will absolutely support that you need not negotiate too hard on these things. But if you can, don't let [...]

Negotiating your Work From Home Expenses2020-09-07T13:46:04+00:00

Stop calling it a sales playbook. It’s a sales cookbook!

Sports analogies are to sales as urinal troughs are to baseball. They go hand in hand, glove on hand because a baseball game is straightforward. A basketball game is simple. Team A competes against team B. Whoever scores the most points wins. Is it a sales playbook or a cookbook? We compare inside sales to sports because we want sales to be as straightforward as a sports game, with a defined “winner and loser.” It’s easier for us to think of selling as a game, and selling strategies as plays in a playbook. But inside sales isn’t a sport, and treating it as such won’t get you very far in today’s sales climate, because with that [...]

Stop calling it a sales playbook. It’s a sales cookbook!2020-09-07T13:54:58+00:00