By Jim Ward – President, BrainSell

Hired a person new to sales? Transitioning a promising employee to sales? Now what?

Let’s focus on business to business sales (B to B).

You may already have a training program for salespeople and if not, it’s probably a good idea to send them to a strategic and tactical sales training program.

Here’s the recipe I’ve followed over my career in sales and owning a number of businesses. And trust me, it’s been a learning process and continues to be.

One of my biggest fears is over-training. Just like training at the gym (not that I have any fear of this one for myself!), one can reverse the effects of what the training was intended. Creating a robotic, over cooked salesperson. One that can’t heal from the injury caused by over training. So use tactical training in moderation.

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