The Forgetting Curve & Memory

The Forgetting Curve & Memory

Despite significant investment in sales-training programs worldwide, nearly 70% of the information provided is very likely forgotten within a day and another 10% or more is likely forgotten within a week.  Discouraging results for sure, but why is this happening and...
The Sales Conversation Rule of 30

The Sales Conversation Rule of 30

Sellers need to practice a conversation 30 times before they begin to master it. Yes, 30 times. An analysis of more than 420,000 sales training role play conversations revealed that 30 repetitions is the magic number to begin seeing a significant increase in...
The Practice Paradox

The Practice Paradox

Sales leaders understand that practice and real-world customer interactions are vital to maximizing sellers’ potential. This theory proposes that more practice leads to better performance. However, our observations and experiences frequently reveal what I call...
Preparation and Support Drive Seller Motivation

Preparation and Support Drive Seller Motivation

More than 40,000 books, publications and journal articles have focused on strategies  to motivate sales reps and sales teams. Despite the comprehensive research and a wealth of strategies, an astonishing dilemma persists – approximately 25% of the salesforce...