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 the new year gets into full swing, you may already be thinking that your schedule is far too busy to put time aside to read a good book. However, making time to read will make your life better, not more hectic. "No matter how busy you may think you are, you must find time for reading, or surrender yourself to self-chosen ignorance." ~ Confucius The more you read the more you learn, and in order to stay ahead and thinking clearly in both your personal and professional life, you need to be a ceaseless learner. However, it's startling that about a quarter of American adults (24%) say they haven’t read a book in whole or in part in the past year, whether in print, electronic or audio form, according to PEW Research. As sales and marketing professionals, there’s constant pressure to be creative. For most of us, the problem isn’t that we aren’t reading. The problem is we spend our time reading blogs, tweets, infographics, and other short forms of content. Sure, that’s great for staying up-to-date with trends and current events, but it doesn’t work our brains the same way. When you read a book, it forces you to focus and eliminate the distractions around you. It's this focus that acts as a catalyst for the many perks that come from reading books, not the least of which is an increase in creativity. With this in mind, we’ve compiled a list of some of the best sales and marketing books to encourage you to step away from the short form, digital content and take hold of the possibilities and perspectives of a new book.
Competition, love it or hate it, is an essential part of being in sales. Whether you’re dealing with internal competition from fellow sales reps or an external threat from competitor companies in your industry, competition drives us to be the best we can be. But when it comes to winning new business and increasing market share, what are you doing to differentiate yourself from the competition? If you’re not already testing new and different strategies or tactics, here are 5 ideas to consider as you position yourself against the competition.
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.
It’s amazing how far a simple “thank you” can go.
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.
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: