DM Training Blog
No matter what you're selling, you can always get better. Learn the sales insights, tips, and trends you need to know to improve your sales behavior and grow your pipeline.
As soon as you close a sale, what should you? Hopefully you’ll give yourself a moment to celebrate and give yourself a pat on the back. But the most important thing to remember is that your work isn’t over, but rather it’s only just begun.
Let’s face it. Time is the biggest factor when determining your sales success.
The right sales training for your employees is integral to the success of your business. Before you invest, make sure you have all of the information you need to make a smart decision.
Despite industry initiatives to address it, ad fraud is still a massive issue. In fact, costs of ad fraud are expected to soar to $19 billion by the end of 2018, which means all players in the digital advertising ecosystem need to be proactive against it. We want to help you gain a better understanding of the digital media landscape in general, and ad fraud in specific, so we sat down with Rich Kahn, the CEO and co-founder of eZanga and Anura.io, who helped break down the fundamentals of ad fraud by sharing his insights and answers into 7 commonly asked questions:
Let’s start by admitting the enormity of the challenge - onboarding and getting sellers up to speed is a huge task. On average, new sales hires spend 10 weeks in training and development and only become productive after nine months or longer. And guess what? Even after you find and develop these new sales hires into great professionals, they are hard to keep. The annual sales force turnover rate is 20% according to CSO Insights. If that wasn’t enough, turnover is exceedingly expensive. According to a study from DePaul University, it costs organizations $97,960 to replace the average sales rep. That’s a lot of wasted time, money, and resources, which means developing an effective sales onboarding program is critical to the success and retention of your sales force. Your new hire training and sales onboarding process shouldn’t be thought of as a one-time event. It should be thought of as an ongoing process and journey that will continually evolve and develop over time. In each wave of new hires, you’ll deal with different personalities, experiences, preferences, and perspectives. Your onboarding and development process must be flexible and adapt to these factors. Here are 7 ideas for every sales manager to get the training and development process started:
Before we explain how you can leverage the power of negative thinking, let’s first discuss what it is. There are two views on negative thinking: The first, and probably more common, view of negative thinking is linked to things like depression, complaining, worrying, and stressing about everything. It’s the process of finding the worst in even the best situations. It’s about inaction and fear. The second view, and the one we’d like you to focus on today, is about growth, understanding, and learning. It’s the process of visualizing all the bad things that could happen to you, so you become less afraid of taking action. This second view of negative thinking helped me train and successfully swim across the English Channel as well as start my own business in a recession.
All management roles are stressful to some degree, but managing a sales force is arguably one of the toughest jobs out there. With so many competing priorities and interests, pressures from key stakeholders across the organization, and not to mention the burden of the company’s financial success on your shoulders. And that’s just the beginning.