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.

Sales Manager Booster 2010


1. Make others feel important. People will follow you when you make them feel important, not when you make yourself feel important.

2. Promote your vision. No one will follow you simply because you decide you want to lead. You must have a clear idea where you want to take the group you lead - then you must promote it and convince those you lead that the goal is worthwhile.

3. Treat others as you would be treated yourself. You wouldn't want to follow a leader who treated you poorly, and neither would anyone else.

4. Take responsibility for your actions and the actions of those you lead. If you don't, you are no longer the leader.

5. Praise in public, criticize in private. If someone has earned your praise, let everyone know about it. If someone has earned your ire, let only that person know about it.

6. See and be seen. You've got to get around to really know what's going on, to fix what's wrong, and to capitalize on what's right. It's also the only way those you lead can be sure you're for real.

7. Use competition to make striving a game. People love to compete. It is the secret of successful products from professional sports to video games. It is the secret of unbelievable achievements in all activities. Use competition as a positive force to reach your objectives.


1. Establish your objective at once. You can't lead anywhere until you know where you want to go.

2. Communicate what you want done. Do this in a way likely to get the attention of those you lead.

3. Act boldly. This isn't the time to be cautious. This is the time to take risks.

4. Be decisive. Don't put off making decisions. Do it now!

5. Dominate the situation. Do this by taking the initiative. If you don't, the situation will dominate you.

6. Lead by example. Make your credo "follow me." Live by it.

7. Dump people who can't do the job. Hire replacements fast...but do a thorough job of interviewing to minimize risk.


1. Show your commitment. Charismatic leaders are committed to their missions.

2. Look the part of your vision. If you don't, you start out with a disadvantage. If you do, it reinforces your commitment.

3. Dream big. Important leaders have important dreams.

4. Keep moving toward your goals. He who hesitates is lost...and so is the group he or she leads.

5. Do your homework. You keep ahead by working while others rest.

6. Build a mystique. Magicians have power because of the mystery they create. So do charismatic leaders.

7. Use the indirect approach. Direct assault produces resistance. An indirect approach produces agreement.


1. Become an "uncrowned" leader. Become the leader in situations where others don't want to lead.

2. Be an unselfish teacher and helper of others. Help and teach others whenever they need your help and are ready to accept it.

3. Develop your expertise. Leaders don't know everything, but they need to know something, and expertise is a source of leadership power.

4. Use positive imagery. Simulations in the mind are rehearsals for success.


1. Work on the important things first. High pay, top benefits and ironclad security are nice, but they are not the most important.

2. Treat others with respect. They won't respect you if you don't respect them.

3. Make the work interesting. No one wants to get bored to death while working.

4. Always give recognition for good work. It's more than the right thing to do - it is a leader's duty.

5. Give those you lead an opportunity to develop their skills. Skill builds pride. More importantly others have dreams. A leader helps followers to achieve their dreams.

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Sales Training