Category: Sales Training

Most professional salespeople in my experience have a Low C drive as measured by The Predictive Index survey. What this means for those unfamiliar with PI, is that they run away from, or at minimum prefer, environments that do not have the need for: Process Consistency Focus Long attention span Methodical work style Patience Sympathetic ...
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If you are looking for examples of how companies are using analytics to drive sales success and create high-performance sales cultures, look no further. Autonation, Husqvarna Construction Products; and Rothmans and Benson and Hedges Inc. (the Canadian affiliate of Philip Morris International) shared their stories last week in a webinar hosted by the Human Capital Institute. (The recorded webinar as ...
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We can’t help but toot our own horn – if you haven’t heard already, take note that we’ve been honored once again for superior sales training tools and services. PI Worldwide, our parent company, was recently named to Selling Power magazine’s 2013 list of Top 20 Sales Training Companies. The list appears in the summer ...
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Thanks to Jon Birdsong, CEO of Rivalry, for the fine summary of our recent sales performance webinar featuring BJ McKay and our friends at Tinderbox. The webinar, “Replicating Top Performer’s Sales Success,” was sponsored by Sales Management Association.  If you missed it, you can access the recording here.

At first glance this title may seem counter intuitive.  Why wouldn’t sales managers and sales training fit together like a hand and a glove?  On the surface, as people who are often responsible for the productivity of the sales team, it seems that programs that could lead to improvement would be something they would scout ...
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