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 For many of your customers, sales reps are the face of your company.  Making sure that they put the right foot forward is not only a reflection of your company, it can also make or break a sale. This week we’ve compiled a list of the top 5 bad habits of sales reps and how sales enablement can help fix them.

This week we are analyzing the effectiveness of traditional sales training strategies. We look to determine why these strategies are no longer effective, and how sales enablement can enhance training to ensure effectiveness.

Motivation is a tricky subject, everyone has a different level of motivation, things motivate people differently, and motivation can even fluctuate several times in a single day. This reality makes it difficult to accurately pinpoint the root of motivation. Thankfully, the science of motivation, that is, the various components that influence motivation, is well documented. This week we take a light hearted, scientific look into how motivation works for the Sales Rep, and how you can maximize the motivation of your sales team.

Sales training is big business. Every company participates in it, and many new and intuitive ways of training Reps have popped up over the last decade or two, but something isn’t working. The state of the Sales Rep is in a continued decline, the humble sales presentation is losing effectiveness, and buyers are starting to find Sales Reps less and less meaningful to the sales process.

Today we examine where and why Sales training is and is not effective, and how to rebalance the scales of buyer-seller relationships in the face of declining motivation, and greater investment in training.

The effective sales coach can improve ROI by being present and nurturing their team of reps. If you go and ask a Sales Rep about whether their Sales Manager(s) embody these characteristics, you’ll probably hear a laugh. Unfortunately, more often than not, Sales Reps are stuck under the thumb of the following ineffective Sales Manager archetypes.

The Confident Seller

Sales floors are packed with hard-chargers. Many reps have dynamic, forceful (confident) personalities that allow them to command a room. They are so vocal that others may have to cut them off to get a word in. This physiological sales enablement solution helps them to deliver long-winded pitches. They are resilient, and therefore able to deal with the ups and downs of the industry. They have high-energy, which keeps them motivated and enthusiastic to engage with prospects throughout even the longest sales cycles.

Ever been in a conversation with a prospect and found yourself unable to handle their objections?