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Sales Performance

Premium Content
Paula Ketter

As I peruse the 2010 first quarter results for companies such as PC Connection and O'Reilly Automotive, one major trend emerges. Both companies have a solid quarter because of their strong sales performance. The companies grew sales and earnings and improved operating m... More »

Making the Shift: 5 Steps to Becoming a Sales Performance Improvement Specialist

Premium Content

"What have you done for me lately?" That question is running through the minds of the sales executives, sales managers, and sellers you work with on a daily basis. If you're a sales trainer who answers this question with the number of programs you facilitated or the res... More »

Making Learning Stick

Premium Content

A training department learns that participants must practice what is preached to make knowledge and skills stick. More »

Seven Cures to Skipping the Needs Assessment

Premium Content

When Asha saw Mike's name appear on her phone screen, she took a deep breath before answering. She knew the questions that would be asked, and she was clearly uncomfortable about verbalizing the answers. Making sure that the roof doesn't leak on your next e-learning pro... More »