The CRM Conundrum

You might imagine, that as a company called SalesForce Training, we receive a lot of calls from organizations looking for help with getting Salesforce.com up and running. Interestingly, our roots are as a pure sales training firm going all the way back to 1984. The name “SalesForce Training” was coined around 1990, about a decade before Salesforce.com had…

Sales Training “Events” Don’t Work: Where the Rubber Really Hits the Road! (Part 2 of 3)

To create effective change in sales people’s behaviors takes more than a 1, 2 or 3 day event. To think that, is to succumb to “tick box” thinking. The “I’ve sent the salesforce on a 2-day, How-to-bring-in-the-year-end-results course, so therefore we will achieve the numbers” plan is bound to disappoint. A salesforce training event is…

Sales Training “Events” Don’t Work: What needs to happen before the training (Part 1 of 3)

To create effective change in sales people’s behaviors takes more than a 1, 2 or 3 day event. To think that, is to succumb to “tick box” thinking. The “I’ve sent the salesforce on a 2-day, How-to-bring-in-the-year-end-results course, so therefore we will achieve the numbers” plan is bound to disappoint. A salesforce training event is not…