1. The topics should be about the act of selling, not just about products. When I ask our clients about sales training, I receive answers about product training almost every time.

Sales reps spend three to 11 hours per week searching for information they need to do their jobs (pg. 7). If your average base salary for a sales rep is $100,000, you are paying each rep $22,500 ...

In today’s competitive insurance landscape, it’s tempting to believe success hinges on cutting-edge technology, automated systems or flashy marketing. While those tools play a role, the foundation of ...

Increasing numbers of sales managers are turning over much of their sales training responsibilities to artificial-intelligence-powered sales coaching.

“Today’s seller is more about IQ than EQ,” says Byron Matthews, the president and CEO of Miller Heiman Group, a sales training and consulting firm. “EQ is still important, you still have ...

As part of CRN’s Top 100 Executives Of 2025 list, we highlight 25 sales executives leading the channel charge.

Setting sales professional performance standards for achieving these skills over a specified time period typically involves analyzing sales job roles, developing a training program to meet your ...

Knowing what to look for is a step in the right direction. From there, upfront diligence in hiring and on-boarding new sales personnel can decrease turnover and lead to increased sales.