Sales Training Archives - North Point Partners

Do They Merely Listen or Do They Actively Engage?

A subtle but important realization is that the point of your communication as a sales professional is not merely to have the individual listen to you but to engage with you, to join in the conversation, to ask questions and offer their own thoughts and insights on the topic. As wholesalers, you are professional communicators. When you consider those positions at the height of professional communication…keynote speakers, litigation attorneys, news professionals, stand-up [...]

Six Guidelines for More Impactful Training

Training and development is largely regarded as one of a firm’s most important tools to improve productivity, elevate sales results and strengthen employee engagement. However, training can be expensive and challenging to implement successfully. Many firms spend anywhere from 3-6% of a sales professional’s annual compensation on training. But the hard question is this…does it produce the impact in behavior or results necessary to justify the cost? We have been training sales [...]