If you feel that your staff members are underperforming at work, or you are achieving lower sales than your targets, you are sure to be keen to attack the problem as soon as possible. But what is the solution? Is it training? Is it to work on staff motivation? Is it to provide an improved working environment and better tools to help your staff do their job effectively? It is important to determine the root cause of the problem before deciding on a solution.

Is sales training ethical? Some managers may be concerned that sales training will teach their staff how to manipulate people in an unethical way. This is a common misconception resulting from old-fashioned pushy sales techniques, in which customers were effectively tricked into making a purchase. The [...]

Serving not selling. Won't sales training change this? Selling effectively can be a difficult business skill to master. Successful sales people will guide customers towards buying the product or service they need to solve their problems, without coming across as being aggressive. Customers will not [...]

How can we keep track of our training progress? For a training programme to be worthwhile, it must result in a measurable improvement in staff behaviour, sales performance, or other factors, depending on the particular requirements of your business and your management goals. Sometimes managers [...]