Everyone thinks of changing the world, but no one thinks of changing himself. -Tolstoy In any economy, learning to close the deal is a challenge for your workforce. Especially in these tough times, sales and marketing training can make the difference for your staff. Mastery of negotiation skills is a profound education.

At the outset the difference between sales training and sales coaching should be made clear. Sales training prepares sales professionals and sales coaching attempts at preparing sales champions. A sales coach goes on to work with the sales team of an organization on the remedies he has suggested. He gets on to the war zone leading from the front. By demonstrating that what he preached in the training room can be practical the sales coach inspires sales professionals of an organization.

A kung Fu master trains his disciples about the rigors involved in learning the intricacies of movements of the martial art form. Every Samurai warrior has a master. Business sales training prepares rookies in sales to learn the tricks of the trade. They benefit from the expertise of a sales guru's motivational sales training. Sales management training imparted by sales management consultants may target the sales process adopted by a business or its entire sales force for performance enhancement.

Even if one gets used to the rejection over time, the stiff competition from rivals, adverse market conditions, and the need to keep meeting or exceeding sales targets can affect the performance of a sales person. Even top achievers are not immune to this. At such times the antidote is the motivation from the sales manager. Applied in the right amounts and at appropriate times, motivation can lift the sagging spirits of the sales force. Their body language changes, they start performing better, and their results improve.

Hiring a sales training speaker for a one-time event is like taking a shower. It might enable you to be clean for a day, but that's about it. A sales training speaker can help, but only with strong support from management. A high quality sales trainer will provide you with the means to measure results.

Last, week, I wrote about the three main avenues to permanent change, discussing the impact of peers as an example. [...]

Okay, here’s something you may have never heard before, but it’s critical to understanding how you can get your people, your organization and yourself to grow: [...]

You strive for excellence in everything you do - especially your career. You read the latest books and you study the best new techniques. At times, though, you may wonder if it will ever come together. Surely there must be a better way. There is: it's called "modeling." In a nutshell, modeling means precisely duplicating the strategy of the person who is already achieving the result you want [...]

When we are born we are without emotions, desires, bravery, courage and on the opposite spectrum without fear. Fear is learned, as are all of our emotions. Some fear is legitimate and a good thing in certain situations, as a warning signal in bad places, in confrontation, etc. But once you learn to avoid that situation, or conquer that situation you won't need to live in fear of it. [...]