Sue Biddle, Author at Longley Sales Academy

How Do You Accurately Forecast Sales Pipeline?

How Do You Accurately Forecast Sales Pipeline? Sales people spend 80% of their time on deals they will not win. Why is this? Are they not good enough to win the deal? Or, do they simply not know how to go about preparing an accurate sales pipeline forecast? Forecasting often tends to be dependent on a

5 Ways To Spot If A Sales Training Course Will Deliver Results Key Characteristics of a Great Sales Training Course Generic sales training programs can be two a penny. They typically offer very little in the way of innovation, enjoyment or adaptability. Often unnecessarily long and painfully repetitive, they lack industry specificity. In addition, they frequently end up

4 Reasons Why Sales Managers Should Spend More Time on Coaching What makes top sales managers stand out? They spend more time coaching the member of their teams. Why does it make them stand out? Here are 4 reasons. The Harvard Business Review has been researching managers who coach their team members, to see what

5 Reasons Sales Training Courses Don’t Work Anyone in a Sales position will know some of the pangs that come with their annual sales training courses. Although fairly useful, as the techniques and technology continue to improve sales performance, many of these courses seem to be a reiteration of the previous year. And companies waste

Talent Assessment: Pinpoint Gaps in Your Salesforce

Talent Assessment: Pinpoint Gaps in Your Salesforce Taking on the wrong sales person can cause real problems for your business. This won’t happen if you are clear on who you need from get-go. The beginning of the year is one of the busiest times for recruitment. It’s a time where employees reassess a career and often, decide

5 Methods of Effective Sales Training in the 21st Century

5 Methods of Effective Sales Training in the 21st Century Top class provider of effective sales training must follow one rule and that is: ‘practice what you preach’ . They need to listen to what the client is asking for. And here’s what the clients ask for: 1/ skilled and professional sales trainers 2/ relevant and

Sales Training Rollout | Getting Off on The Right Foot Last time we talked about Development Design and the options available to you for sales training courses. But what about the actual sales training rollout? One of the key factors in ensuring a sales course is a success is to get off to the right start. Read on

Did You Know That Most People’s Attention Span is 11 Minutes? | Flexible sales training programs You’ve taken the first crucial step and assessed the skill, behavioural and attitudinal gaps in your team. Now it is time to plug those gaps. Now you can roll out the right sales training to suit the team. But

Sales Training Courses | Sales Leadership Coaching

Does your Sales Training Company Care about the Outcome? The next time you speak to a training company, ask them how they can guarantee that the skills they teach will stick. What do they say? There’s no point investing all that money in training if you can’t tell whether it has worked. Sales may increase, of