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Sales Kickoffs and National Sales Meetings—What’s Your Approach?

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Now that Halloween is over, you can focus your thoughts on the next frightening prospect: preparing for next year’s national sales meeting (NSM) or sales kickoff (SKO). Knowing the importance of this event—and the fear that all of its great information will go in one collective ear and out the other—we asked some sales leaders about their approach in the form of a brief survey.   We all know that large-scale sales get-togethers are important for morale, camaraderie, and setting the sales agenda for the entire organization. But most organizations still have... Continue Reading

Getting More out of Your National Sales Meetings and Sales Kickoffs

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In Part 1 of this series on national sales meetings and sales kickoffs, I recommended that you “beef up” the sales training you provide at national sales meetings (NSMs) or sales kickoffs (SKOs) by creating mobile video content that reps can review before the official training starts. Now, we’ll look at how you can use video during and after a NSM or SKO to prepare new hires for the field. A Frequently Missed Opportunity Formal training sessions should be recorded on video. Unfortunately, this is a frequently missed content-creation opportunity. If you’re... Continue Reading

How to Add Some Muscle to Your Sales Kickoff

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National Sales Meeting (NSM) and Sales Kickoff (SKO) planning season is here, so we need to think about packing a punch for this year’s event. But all too often our punch has the impact of a feather, leaving reps vulnerable to competitors. Here’s how to add some muscle to your program so reps walk away with critical knowledge that sticks. The Disappointing ROI of Sales Training In a recent article in the Harvard Business Review, Frank Cespedes and Yuchun Lee noted that U.S. companies spend $70 billion annually on sales training (an... Continue Reading

Memorable sales training drives performance

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Organizations need to train their employees all the time, but salespeople too often forget what they learn. Billions of dollars spent on training programs go to waste and work continues as normal. Creating more memorable training programs is a must. Sales training retention is important for growing a business in an ever-changing environment. By using modern learning practices to keep training front of mind, your salespeople are much more likely to use what they’ve learned and increasing revenue. Social learning fosters sales team collaboration A salesperson may not remember a lengthy sales... Continue Reading