Content about Ken Wax

March 27, 2012
Salespeople Are Different—and So Are Companies

If your company’s sales training program isn’t in tune with the organization’s culture, history, and preconceived notions, it may bring polite nods but deliver little else. Here are five aspects that can’t be overlooked.

By Ken Wax

My recent article explored “10 Reasons Why Training Salespeople Is Different and What You Can Do About It” (http://trainingmag.com/article/yes-salespeople-are-different%E2%80%94and-so-training-them). It showed why the very nature of their work makes them different than most other groups.

February 27, 2012
How to Teach a Course That Doesn’t Exist

People—usually successful, senior-level people—will speak of this course easily, almost casually. They seem to know it well, as if they’ve taken it themselves. And the day may come when you hear it requested, with little further explanation, as the cure to some pretty serious problems. What course is this? It’s called “Sales 101”—and no one has ever taken it.

By Ken Wax

People—usually successful, senior-level people—will speak of this course easily, almost casually. They seem to know it well, as if they’ve taken it themselves. And the day may come when you hear it requested, with little further explanation, as the cure to some pretty serious problems.

What course is this? It’s called “Sales 101”—and no one has ever taken it.

January 27, 2012
Yes, Salespeople Are Different—and So Is Training Them

In surveys and interviews with training professionals, one group always stands out as being particularly challenging: salespeople. Here are 10 reasons why, and then 10 ways to work with those differences. By understanding their world, pressures, and what makes them tick, you can improve their experience in classes—and yours.

By Ken Wax

In surveys and interviews with training professionals, one group always stands out as being particularly challenging: salespeople. Here are 10 reasons why, and then 10 ways to work with those differences. By understanding their world, pressures, and what makes them tick, you can improve their experience in classes—and yours.