If you want to improve sales performance (either your own sales performance or your sales team's performance) start by taking a close look at what you (or your salespeople) do and how you (or your salespeople) do it.

Many managers are too focused on what their people are not doing or what is not working instead of what is working. Because of this, they don't reinforce the positive behavior they want their team to continue engaging in.

There are four primary reasons why sales training programs fail. This special report explains each reason and tells you how to overcome them.

The whole idea of the old numbers game is that if you spend enough time "dialing for dollars" you're bound to make the occasional sale. The wakeup call here is that it isn't about how many sales you're making with the numbers game, but how many you're losing.

If you want to produce rapid sales results, redesign your product and service training curriculums to help your salespeople "get dangerous quickly." This article tells you how to do it.

When companies invest in sales training, the desired outcome is usually a change in how their salespeople do their work... in other words, a change to the salespeople's behavior. Unfortunately, most sales training programs are not designed to accomplish behavioral change. As a result, companies do not receive the desired return on investment!

When your company introduces a new product or service, you make a pretty sizeable investment to train your salespeople to sell the new product or service, right? Doesn't it drive you crazy when only a fraction of your salespeople actually sell the new product or service?