Sales Training

This page is a database of articles and downloadable white papers on many different aspects of sales training. You can search for any particular topic (e.g. "cold-calling") by typing it into the search box above the list of contents to the right. If you use the productivity tools in Connect (Calendar, Contacts, Workshop, Dashboard) you can use your dashboard results to see which areas of selling you have the most weak spots and then come to this page to find training resources to help you improve.

How To Sabotage Your Career

Here are eight problematic behaviors prevalent in sales-driven employees:
1. Procrastination: “I know my performance is not meeting standards, but I have a big change coming up, the first of the month after next,” says Anita. She’s giving herself time to renegotiate or postpone getting started.

2. Total disorganization: Chaos is the best way to describe the condition of Lee’s calendar, to-do list, papers, leads, car trunk, and cubicle.

3. Blowing off meetings: “Even though I am strongly encouraged to attend this weekly progress meeting, I just don't have time,” Carole explains. Alternately, a “blow-off” may physically show up but have nothing to contribute.

4. Playing the blame game: Tim tends to blame the leads, products, systems, changes, and offices for his failures. “There is just something wrong with the deal here,” he says. “Of course, I am going to stay here anyhow.”

5. Dishonesty with family regarding performance: When Lori isn't doing well, she puts on a façade in front of her family. It's more important to appear to be a “good provider” than to actually do something about the problem.

6. Driving a clunker: Even though William must do a lot of traveling and the condition of his car reflects the company image, he continues to drive a bedraggled car with no clear plan for change.

7. Tax denial: It's Becky’s responsibility to file her own 1099 income taxes, yet she lives in complete denial of federal, state, and social security obligations. She fails to set aside money to pay quarterly taxes, and filing time means a monumental problem.

8. Lottery psychology: Robert clings to the belief that he will “hit it big” with a major client, so he doesn't have to do the day-to-day hard work required to be a successful salesperson.

Do you recognize these behaviors in your own company — or in yourself? Don't be discouraged: Knowledge is power, and knowing that you have a problem is the first step in breaking the cycle.

By Morrie Shechtman Adapted from Fifth Wave Leadership: The Internal Frontier (Facts on Demand Press, January 2003). For a copy, call 800-929-3811. Reproduced by permission of RadioInk.

Sales Training