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The Ruby Group | Akron and Columbus, OH

Sales Training

The ears have to hear what the mouth is going to say. I believe roleplay is one of the most important things that you could do as a sales leader. Why? It makes you strong, but it also creates muscle memory for your team. Here's what happens when we don't role play. We tell people what to change in their sales process. 

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Last week, Sandler Training hosted the world’s top leadership, management, and sales professionals at a summit in Orlando Florida. More than 1,200 people joined Sandler in the sun to learn about sales and leadership, share best practices, and further our knowledge of how to succeed.  The conference was incredible. From the opening video eliciting goosebumps to the #SandlerSummit trending nationally on Twitter with over 3.5 Million views, the room was electric. I have come away with so many notes and action items, but I have highlighted the top 3 lessons learned from last week.

Does your company need sales training? Maybe, maybe not. But how will you determine if you need it and who are you going to hire? If you meet with a sales trainer he’s going to steer you towards what he can deliver. If he is a great sales trainer, he ought to be a great salesman. Instead, take it from a company that delivered sales training for over a million salespeople worldwide. Here is what you should consider.

Every salesperson needs to learn how to adapt to these changes and continue to grow in their field of knowledge. Here are a few reasons why continuous training and development are the only way to survive the changing landscape of the sales industry.  

Think you have got the perfect sales team? No matter how successful your group, every team has room for improvement. Whether your team falls flat in a specific area or they lack motivation, putting the time into improving faults helps create a more cohesive, successful sales force. Work together and follow these 5 simple rules to build a strong, effective, and eventually more profitable sales team.

Although teamwork is frequently the most efficient way to complete a big project, many managers struggle to lead a cohesive team. Managing individual employees along with the broader group dynamic brings confusion to team projects, causing the work and your team management capabilities to suffer. Tackle teamwork problems before they come up with these 25 tips for becoming a more effective team manager.

Smart phones and tablets allow salespeople on the go to have affordable business resources at their fingertips. Thanks to application developers across the U.S., many of the best business apps that benefit salespeople are free. Here at The Ruby Group, we’ve listed our five favorite cost-effective apps for salespeople that can help boost business and make your job a little easier.

Sales is a unique industry that allows you to make your own place in the world. Where you go and the success you achieve is a direct reflection on your ability to find your own success. Unfortunately, some people need help finding their way to success, and that’s what training can assist in.

When it comes to sales, having the ability to relate to your prospective buyer can help easily boost profit. With today’s competitive sales approaches, any effort that can be done to build stronger relationships with prospective clients is worthwhile. A personality test can be an effective way to accomplish your goal of increased sales and stronger professional relationships.

My Mom was a funny lady and during my youth, she was constantly throwing riddles at me. Some of herriddles came in pairs and the pairs typically had a point. One such pair of riddles has been a huge lesson forme as I have gone through life. Here they are. Riddle 1: What did Tarzan say when he saw the elephantscoming down the road? "Here come the elephants." Riddle 2: What did the elephants say when theysaw Tarzan coming down the road? Nothing, elephants don't talk

It’s amazing but true: some people have trouble seeing farther than the end of their current workday. When you talk to these people, you’ll often find them drowning in their everyday problems. When you ask how they can go on this way, they give you a strange look, as if they have no alternative.

Rather than hitting perspective customers with a rehearsed elevator pitch, try asking open-ended questions that are sure to get them talking – and buying.

Aberdeen Group developed an online assessment tool, enabling users to find out exactly what their strengths and weaknesses are in their sales training efforts.

Appeared in June 2011 NAWBO Newsletter
According to Wikipedia the definition of a leader is the process of social influence in which one person can enlist the aid and support of others in the accomplishment of a common task. But, how do you get leadership skills if you have never been in a leadership position?

Sales isn't for the faint of heart. You don't just encounter negativity on a fairly frequent basis. In many cases, it is your job to sniff it out and address it immediately. Sandler Rule #3: "No Mutual Mystification," deals with an issue that often plagues sales professionals –  "happy ears."

Why? Why do we get up every day and go to work? Because we have bills to pay: Really? Listen to the news-not paying your bills is now as much a status symbol as a Gold Card in the 1980's. Because that's what is expected: Really? In most companies, the last time you saw your job description was the day you interviewed-and you don't know what is really expected, do you? Because employees depend on us: Really? Management texts say a great manager implements systems that will operate well when management is not there. Really it's because Mom or Dad said so

What really goes on with a doctor's visit? Ideally, you realize that you have some symptoms that are preventing you from functioning at 100%. You then get an appointment with the doctor, they ask you a fair amount of questions about your symptoms and lifestyle, and then they make some recommendations-usually involving a prescription of some sort. So how would you feel if you just went into the doctor and they gave you some pills without investigating the problems

Wednesday mornings are tough enough without our most annoying client calling in with the usual simple problem that he is over-reacting to. We sigh and answer the phone - all while making the facial gestures of a person eating oysters for the first time in their life. WHY does that client seem to be determined to drive you insane? It's your fault ... Every morning the manager from the operations department stops in to tell you how your team messed up his operations this weekend. She is soooo abrasive. You answer in abrupt sentences and quite rudely push her out the door

What do all of the world's greatest athletes, politicians and business leaders have in common? They didn't get to be the best on their own. They all had guidance from coaches and mentors, and that guidance is what brought out their endless potential in their field.

That's a headline straight out of sales training boot camp, but it's true. There is a question most people want answered when they go to a sales training program or read one of the many sales how-to books; that question sounds like this, "Is there really one secret weapon or magic formula to make me better and increase my sales?" Wouldn't it be wonderful to find one ... so would winning the lottery, but not many do it

Over the last eight years I have done hundreds of one-on-one performance coaching sessions with salespeople, and the single most frequent question I hear is, "How do I get better?" It's a meaningful question and almost always asked with a genuineness that signifies the person speaking really wants help. I usually respond to that question with a question of my own that goes like this, "Do you really want to know?" You see, at these moments I'm always reminded of a statement by Dr. Lee Thayer, "Most people prefer the problem they have to a solution they don't like."e

Appeared in September 2010 NAWBO Newsletter
Networking, you either love or hate it. When you are building your business it is an essential part of your overall prospecting plan. What is networking? Look at it as two words: net and working.

If you've been in sales for more than six months, and you're still making cold calls, you're on the wrong track. You're not going to reach the top. Your manager and /or company may be proud of you for making these calls, but top sales performers would tell you you're wasting your time. There's a better way to get to the top.

Appeared in 2007 Epitome Magazine
There is an invisible barrier that is holding you back. It is the reason why many of us aren’t achieving the goals we set for ourselves.

Appeared in October 2001 Small Business Magazine.
Failing to effectively generate referrals from clients and other professionals is one of the biggest mistakes you can make. The biggest resource any company has is its client base. You may be uncomfortable asking your clients for referrals because you think it jeopardizes the integrity of your company.

Appeared in June 2001 Small Business Magazine.
Trade shows are to salespeople what Christmas is to retailers. They offer a brief period when you have the potential to really overfill your leads pipeline.

Appeared in March 2001 Small Business Magazine.
You've always been great at sales. Then one day you became the manager or the owner--and that's when the nightmare began. That was when you discovered the manager's reality: The sales manager's position is one of the most difficult in the company to fill as you're caught between playing nursemaid to your people and bringing in the numbers.