National Sales Center

Advice About Customized Sales Training Programs

By, Nick Moreno

Customized sales training programs are presented as programs designed for a specific product, industry or company. Sounds good on the surface but what do you get when you peal back the onion? Let’s take a look at the pros and cons of customized sales training programs. Read the rest of this entry »

Tags: Sales Training

Sales Trainers Also Need Sales Training So… Train The Trainer

It’s not easy being employed as a staff member of a corporate sales training team. There is always some new product being introduced and a “new hire” training class that must get scheduled. However, sales trainers also need to stay ahead of the curve and get updated sales training. I have some advice on why it’s important to train the sales trainer and why it is the key to sales success. Read the rest of this entry »

Tags: Sales Training

E-Mail Is Detracting From Selling Time

Sales People Must Manage Their E-Mails

Salespeople only have about ten hours a day to contact clients and prospects. We commonly refer to this time span as “selling time”. These are precious hours and how we use them dramatically affects our productivity. However, there is one culprit that is constantly taking more than its fair share of “selling time”, E-Mail. Read the rest of this entry »

Tags: Advice for salespeople

The Morale Of Your Sales Team Is Key To Success

When the economy is hot and people are buying, sales morale is often not an issue. It’s not hard to keep a sale team motivated when sales are up and commission checks break records. For too many, it’s a different story in today’s environment. In today’s world, managers have to overcome the effects of lower sales, job insecurity, reduced budgets and financial stress. Let’s explore ways to increase a sales team’s morale in this, or any economy. Read the rest of this entry »

Tags: morale

Why You Must Make Training Sales Reps  A Top Priority

Many companies would like to spend more time training salespeople but still feel their development efforts earn a passing grade. Unfortunately, many of these companies train their salespeople on subjects that have nothing to do with sales skills. They lump all training in one bucket and that’s simply not good enough. Let’s get serious about training salespeople to sell more. Read the rest of this entry »

Tags: Sales Training

Ways To Retain Sales Reps

I’ve seen too many sales organizations fall apart due to high sales rep employee turnover. First, let’s look at the damage sales rep turnover causes and then let’s look at ways to retain sales reps. Read the rest of this entry »

Tags: sales rep retention, sales rep turnover

Discover A New Sales Resource For Sales Reps

Just a few hours ago, I set up a new resource for salespeople. I felt there was need for sales reps to get quick answers from experts whenever they had a sales related question. I also wanted a sales resource where experts could share articles and where salespeople could share best practices. Read the rest of this entry »

Tags: sales resources

The Best Sales Trainer

At times I’m asked who is the best sales trainer. Anticipating my response, the question always begins with “aside from yourself”.  Fact is, I know of many sales trainers that could fall into the category of best sales trainer. If I had to decide on one, I would pick the one that opened my mind the most. Discover why I picked this person to answer the question of who is the best sales trainer. Read the rest of this entry »

Tags: process, sale, sales, salespeople, sell, Selling, strategies, success, trainers, training

The Right Key Performance Indicators For Sales Reps Can Improve Sales Performance
By, Nick Moreno

Obviously, the top key performance indicator for sales reps is percent of quota attainment. The other key performance indicators are less important than quota attainment but nevertheless, they should also be used to measure as sales reps overall performance. Using the right key performance indicators will help you improve overall sales performance. Here are some additional key performance indicators for salespeople that you may have not been thinking about but should be considered during your evaluations. Read the rest of this entry »

Tags: closing, process, prospecting, sale, sales, salespeople, sell, Selling, Skills, strategies, success, training

Learn How Project Management Can Help You Close More Sales.
By, Nick Moreno

Congratulations! You’ve just closed a large sale and now everyone is busy implementing the order. This implementation effort falls under the Project Management umbrella and there’s no room for error. You have one opportunity to get it right and validate your customer’s decision to do business with you. I’m going to show you how you should position Project Management so that it becomes a powerful sales tool that will help you increase sales. Read the rest of this entry »

Tags: added value, process, project management, prospecting, sale, sales, salespeople, sell, Selling, Skills, strategies, success, trainers, training

Key Account Management Is Critical To Sales Success
By, Nick Moreno

Typically, key accounts represent twenty percent of all accounts but they also represent eighty percent of all the revenue. Obviously, these are very important clients and you need well-defined strategies to both keep them and grow them. Effective key account management requires the salesperson to play both offense and defense. Allow me to offer you some advice about key account management. Learn about key account management and why it is different and why key accounts expect more. Read the rest of this entry »

Tags: advice, key account, prospecting, sale, sales, salespeople, sell, Selling, Skills, strategies, success, training

Sales Skills For A CEO Should Be A Top Priority
By, Nick Moreno

Many, but not all, CEOs have excellent sales skills. This is due to the fact that most CEO began their careers in the Sales Department. No one understands market demands better than a sales rep because they touch clients and prospects every day. Today, I have some advice for CEOs that never worked in sales and need to improve their sales skills. Read the rest of this entry »

Tags: dvds, meeting, Persuasion, Position, process, program, Programs, prospecting, sale, sales, salespeople, sell, Selling, seminars, Skills, strategies, success, training

Advice On Getting Promoted To Sales Manager
By, Nick Moreno

We do a lot of sales career training at the National Sales Center. The skills required to sell a product are the same skills you need to sell yourself to a company as an employee. Our sales career training programs give our clients a powerful advantage. In keeping with that spirit, let me offer you some advice on how to get promoted from sales rep to sales manager. Read the rest of this entry »

Tags: advice, DVD, dvds, process, promotion, prospecting, sale, sales, sell, Selling, Skills, strategies, training

Advice On How To Run A Successful National Sales Meeting
By, Nick Moreno

I have some advice for you that will help you run a successful National Sales Meeting. Here are some tips on ways to run an effective meeting for your National Sales Team. Read the rest of this entry »

Tags: meeting, sale, sales, salespeople, speaker, success, training

Sales Training Budget Advice From Nick Moreno

Sales training budgets are the most abused budgets in any sales organization. Funds are allocated to items that have nothing to do with sales training and sales training budgets are the first to be cut during hard times. Here is some advice about sales training budgets and what you need to know. Read the rest of this entry »

Tags: meeting, outsold, promotion, prospecting, sale, sales, salespeople, Skills, strategies, training, training budgets

Cold Calling Tips
From, Nick Moreno

When I first started my sales career, I hated cold calling and knew nothing about cold calling tips! I knew I need more sales appointments and I heard that message every day from my Sales Manager. Nevertheless, I still hated cold calling. Pleading with people, qualified or not, just to get an appointment did nothing for me and I was not very productive at it. I knew I had a major decision in front of me. Either get great at cold calling or find a new career. I learned a few things since then so I have some cold calling tips and advice for you. Read the rest of this entry »

Tags: Cold Calling, prospecting, sale, sales, salespeople, sell, Selling, Tip, trainers, training

Corporate Sales Training Issues And Opportunities
By Nick Moreno

Every time you lose an order, you did so because you were  “outsold” but you’ll never see that on a Lost Order Report. You’ll read about a lot of other issues that have very little to do with reality. Read the rest of this entry »

Tags: Corporate Sales Training

Advice About Writing Quarterly Sales Reports For Salespeople

Time sure flies! It’s already time to end one quarter and begin another sales quarter. We hope you had a great sales quarter but looking at this economy, some of you may not have been that fortunate. Either way, you need to develop and write a Quarterly Sales Report and I have some advice for on this subject. Read the rest of this entry »

Tags: sales reports

Improving Sales Skills Is The Key To Sales Success

You can feel it all over when you experience that special moment as the light goes on and you discover a new sales skill. Read the rest of this entry »

Tags: sales skills

An Elevator Pitch May Take You Down

Learn How To Write An Elevator Pitch

From Nick Moreno

The Elevator Pitch launched a whole new industry of consultants. The same thing happened with the introduction of Mission Statements. You were told a well-crafted elevator pitch would grow your business and increase sales. Did it? Read the rest of this entry »

Tags: elevator pitch