Dr. Richard Ruff

2 posts
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Sales Coaching: It’s a really big deal!

Getting sales coaching right – don’t do too little, too late Sales leadership talks about it all the time.  Sales consultants advocate it and sales managers say they would like to do more of it if they had the time.  The “it” of course is sales coaching. Yet if you nose around, you will often...
Sales Training
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What’s the biggest challenge with sales training programs?

Sales training – what’s the biggest challenge? Given the substantial amount of money that companies commit to training every year, the notion of learning more about how to get it right is a question of interest.  With that in mind, McKinsey & Co conducted a survey of 1,400 executives worldwide to explore the question. Major...