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Dont get me wrong here....Im all for training the sales staff and motivating them to succeed....
but in my experience, bringing in some outside "sales training" or "performance" organization and having them train the sales team with their attractive binders filled with useless information and pairing off the team into groups for 'role playing' is very much a waste of time.
A much more productive training involves the sales manager and his team meeting one one with with the individual sales person as well as with the team to discuss both individual situations one on one, as well as strategies with the group and with individuals....only when this is done in house, is it effective at all.
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