Recent Posts

Tablet Computers are Transforming the Sales Call

| October 1, 2012

Tablet computers, already transforming the customer’s experience in stores and restaurants, are now on the fast track to becoming invaluable to business-to-business sales organizations. As the technology progresses contiguous to the development of new and improved business-related apps, so are the many uses for the tablet on the professional level. When asked to discuss his […]

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Creating a Coaching Culture, Part 2

| September 28, 2012

In part two of the Coaching Culture series, Ziya Muhamedcani discusses four practical tips and strategies sales managers can employ to establish a progressive and successful training method. By establishing an annual training plan, creating a system of guidelines and procedures, mapping out field training sessions and incorporating a two-way rapport between the trainer and […]

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Creating a Coaching Culture, Part 1

| August 28, 2012

Ziya Muhamedcani discusses three integral steps sales management can take to create the most effective coaching culture to train and manage subordinates. With a focus on targeted and customized training, Ziya discusses the various reasons why sales managers should formulate training plans that are highly individualized, that follow a consistent, structured process and run on […]

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Sales Training is a Fundamental Necessity

| August 24, 2012

K. Cameron Lau relays a personal anecdote to illustrate the profound need for sales training.

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An Introduction to How People Learn

| August 20, 2012

In this introductory video geared toward sales managers, lead trainer and president of Sales Institute Japan/China, Ziya Muhamedcani, emphasizes how critical it is that managers communicate with their subordinates in ways that are most impactful. Outlining the three main methodologies people use to learn and acquire information, Ziya illustrates that once these concepts are understood, […]

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