Understanding the Sales Force

Articles on the Impact of Sales Training

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Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.

I've written a number of articles on the issue of maximizing and optimizing sales training, as well as some of the reasons why sales training won't work.  The following articles deal with this topic:

What it Takes to Make Your Sales Pipeline Accurate and Predictive 

Sales Force Development - Is it Training?

SPIN Selling and Miller-Heiman

Creating a Sales Culture

Building a Sales Culture - 10 Rules for Success

Why Corporate Sales Training Often Fails to Achieve the Desired Result

Teaching Sales in School is Like Learning to Play Golf on the Wii

The Impact of Sales Training

A Toasted Bagel and 5 Minutes to Understand the Impact of Sales Training

Top 25 Prerequisites for Successful Sales Training and Development

Secrets of Effective Sales Development

Posted by Dave Kurlan on Thu, Sep 17, 2009 @ 10:13 AM