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Inside/Virtual Sales Tips

sales training and enablement budget

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Why You Need a Sales Training and Enablement Budget for 2024

Tons of amazing sales trainers and enablement folks fell victim to RIFs because of this year’s slow economy.

It’s unfortunate, but not surprising, right? We all know that when companies cut spending, training is one of the first things to go.

I’m here to talk to the progressive leaders who are seeing things turn around and planning for next year.

I beg you, please budget – or over budget – to bring your trainers and enablement people back so you can focus on reinvesting in your employees.

READ: How to Budget for Sales Training

Before the economy went south, we were fighting for talent (hello, Great Resignation). 

And what were these people looking for? Hint: Not just a paycheck.

  • They want career growth
  • They want learning opportunities 
  • They want a chance to do good
  • They want a boss they don’t hate
  • And, of course, they want more money 🙂

Then, we cut their learning.

Oh, and then we left them at home on an island with a swamped sales manager drowning in Slacks and emails and without the ability to listen to peers to learn how to do their jobs.

Folks, we have a crisis ahead of us.

DOWNLOAD: Sales Team Retention Survey

That’s why I’m here to offer you the chance to get ahead of the problems that are coming.

  • Plan ahead for 2024 training budgets
  • Bring back your trainers/enablement folks
  • Do more than buy video-based learning (it doesn’t work, trust me)
  • Buy reputable training content (check out The Sales Bar)
  • Train your managers (they’re the key to motivating reps)

Sellers are struggling. Our close rates are going down, our engagement rates are going down, and satisfaction rates are going down, this isn’t a coincidence. We quit training them and put them on an island with busy managers (who can also use some skills).

Do your future self a favor, and get back on track with enabling people to succeed. They need that investment so they can get these wins, be successful in sales faster, hit quota sooner, and stay longer.

Not sure what you should budget for sales training? Email me at LB@factor8.com and I’ll share some stats in the industry that will help you hit goal and be best-in-class. 

Are you looking for sales training?

Contact us today to request information on our customizable virtual sales training programs
available for reps (and managers).


sales training technique

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Associative Learning: Why It’s the Best Sales Training Technique

Last week, I soapboxed about how videos aren’t training sellers anything (read that post here).

So today, I’ll share a learning strategy that ACTUALLY works if you really want to use a new skill (or want your team to try it)…

“Associative Learning” – wait! Don’t go to sleep!

This theory is why everyone says, “Oh, you’re like Sandler” to me about my training company.

It’s also the reason your college lectures were SO BORING:

Adults learn by relating new knowledge to older knowledge and to experiences.

That’s it. The whole magic.

We’ve got to talk about it. We’ve got to know where to “file it” in our brains.

  • Early call rapport-building is like when you met your freshman roommate
  • Late call bridging to the next call is when you asked her out again before the first date was over
  • Getting a decision-maker on the phone is like getting to first base 😉

Your amazing new software with zero competitors – “OH, so it’s like Ambition had a baby with Gong.” Don’t be offended, at least they’ll remember what you do.

Here’s why it works (for my fellow training nerds):

The “Associative Learning Rule” is the theory behind the phrase “Synapses that fire together, wire together.” It explains that brain cells grow stronger by sending off impulses at the same time, therefore, connecting them and overall growing stronger. When connections grow stronger, learning has taken place.

It’s why your video-based “learning library” is a waste of money. I get it, they’re easy, cheap, repeatable, and scalable – but nearly worthless when it comes to helping your team retain knowledge – let alone use it on the job to pick up the phone and sell something.

Big takeaways:

  1. Don’t think that telling or showing a video will result in behavior change
  2. Create opportunities for your team to talk about what they’re learning and tell their stories
  3. Use your LinkedIn Learning budget to hire a trainer or a training company that can interact, workshop, and actually help sellers apply new skills on the job

(Now, if only I knew a great sales training company… Seriously, if you’re looking for sales training techniques that actually work, contact us here.)

Want to learn more sales training techniques?

Contact us today to request information on our customizable virtual sales training programs
available for reps (and managers).


What is Inside Sales

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What is Inside Sales?

What the heck does it mean when we refer to “inside sales”? 

Inside sales is the practice of selling products or services remotely, and it’s seen HUGE growth in recent years. As technology continues to advance, so does the future of inside sales. This is an exciting time in the industry! Keep on reading for key takeaways on what to expect in the future.

READ: Different Inside Sales Roles Explained

Artificial Intelligence

One of the biggest trends in the future of inside sales is the use of artificial intelligence (AI). AI can be used to analyze data and identify patterns, allowing sales representatives to focus their efforts on the most promising leads. When used correctly, AI can even assist with customer service – freeing up time for sales representatives to focus on closing deals.

Another trend in the future of inside sales is the use of virtual reality (VR) and augmented reality (AR) technology. These technologies can actually give potential customers an immersive experience, allowing them to see how a product or service will look and feel before making a purchase. This is really useful for products that are difficult to visualize, like home renovations or new furniture.  

READ: How to Use ChatGPT to Write Sales Emails

Remote Work

One of the most significant benefits of inside sales is the ability to work remotely. More and more companies have recognized the benefits to remote work after significant changes around the world (especially the pandemic). Remote work allows sales representatives to be located anywhere in the world, which also allows companies to expand their customer base and tap into new markets!

READ: Transition from Field to Inside Sales

Communication & Marketing

In the future, inside sales will also be impacted by advancements in communication technology. With faster internet speeds and more reliable communication channels, sales representatives will be able to communicate with potential customers more easily and efficiently. We can expect faster response times and better customer service, ultimately resulting in increased sales.

Another development is increased use of video and multimedia content. Sales representatives will be able to create videos and other multimedia content to showcase products and services, but also to provide personality and interact with a more human touch.

This human element ties into the idea that companies will need to focus on developing a strong brand identity. They’ll need to create consistent messaging across all channels and build a reputation for quality and reliability. Sales representatives will need to be brand ambassadors, and work to build trust with potential customers.

Companies will also need to focus on data-driven decision making. With access to more data than ever before, sales teams will be able to analyze customer behavior and make informed decisions about their sales strategy. This will require a strong understanding of analytics and data management, as well as a willingness to embrace new technology.

DOWNLOAD: Human-Centered Communication

Building Relationships + Customer Engagement

As the inside sales industry continues to grow, companies will also need to focus on building strong relationships with their customers through a combination of personalized marketing and customer service. Sales representatives will need to develop a deep understanding of their customers\’ needs and preferences, and tailor their approach accordingly.

Changes in the buying process will also have a huge impact moving forward. With more consumers conducting research online before making a purchase, sales representatives will need to adapt their approach to meet these needs and even anticipate them. This may involve providing more information online, offering live chat support, and using other digital tools to engage with potential customers.

Final Thoughts

The future of inside sales looks increasingly bright! With advancements in AI, VR, and communication technology, sales representatives will be able to work more efficiently and effectively than ever before. 

And as companies continue to adapt to changes in the buying process, inside sales will play an increasingly important role in the sales industry. Utilizing all of the above will set you up for success and help you make a big impact on your bottom line!

READ: What Makes Good Inside Sales Training? 

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10 Actionable Tips for Creating Your Sales Team Development Plan + Budget [“Sales Shot” Workshop]

10 Actionable Tips for Creating Your Sales Team Development Plan + Budget

[“Sales Shot” Workshop]

HOW TO BUILD YOUR SALES TEAM DEVELOPMENT PLAN + BUDGET

Smart leaders know that ongoing training and development is the #1 way to keep employees happy and engaged. It’s also the top thing that Millennials and Gen Z seek when job hunting. With attrition at an all-time high and the talent pool shrinking, companies need to shift their focus to retention strategies.

Watch our 30-minute, tip-rich session to learn everything you need to know when creating your sales team development plan. We’re covering the mistakes to avoid, how to budget for sales training, tips on executing development with low bandwidth, and much more!

Bonus: You\’ll also gain access to our Sales Training Budget Cheat Sheet!

Watch the video replay!

HOW TO BUILD YOUR SALES TEAM DEVELOPMENT PLAN + BUDGET

Smart leaders know that ongoing training and development is the #1 way to keep employees happy and engaged. It’s also the top thing that Millennials and Gen Z seek when job hunting. With attrition at an all-time high and the talent pool shrinking, companies need to shift their focus to retention strategies.

Watch our 30-minute, tip-rich session to learn everything you need to know when creating your sales team development plan. We’re covering the mistakes to avoid, how to budget for sales training, tips on executing development with low bandwidth, and much more!

Bonus: You\’ll also gain access to our Sales Training Budget Cheat Sheet!

Watch the video replay!

I’m in Sales [Live Event Recording]

I’m in Sales!

[Live Event Recording]

TEACH YOUR REPS HOW TO LOVE SALES!

Let’s get this party started right with a kickoff from one of Ambition’s faves, Lauren Bailey from Factor 8 and #GirlsClub! “LB” is talking about why she’s proud to be in sales, her personal crusade to help more people come to sales on purpose and stay, and a war that’s been brewing in our industry for a decade (and how we can win it together). She’ll make you laugh, she’ll make you cry, and she’ll try like crazy to make you swear, because, “We’re in Sales Dammit!”

This recording is from the Ambition PEAK Sales Summit.

Watch the video replay!

TEACH YOUR REPS HOW TO LOVE SALES!

Let’s get this party started right with a kickoff from one of Ambition’s faves, Lauren Bailey from Factor 8 and #GirlsClub! “LB” is talking about why she’s proud to be in sales, her personal crusade to help more people come to sales on purpose and stay, and a war that’s been brewing in our industry for a decade (and how we can win it together). She’ll make you laugh, she’ll make you cry, and she’ll try like crazy to make you swear, because, “We’re in Sales Dammit!”

This recording is from the Ambition PEAK Sales Summit.

Watch the video replay!

Onboarding Sales Reps: 10 Hacks to Improve Training + Ramp Time [“Sales Shot” Workshop]

Onboarding Sales Reps: 10 Hacks to Improve Training + Ramp Time

[“Sales Shot” Workshop]

CREATE A BEST-IN-CLASS SALES REP ONBOARDING PROGRAM

Sales Leaders, Enablement, Ops, and Training Leaders take note! Your new hire program is critical right now. It’s hard enough to find these folks, let’s ensure they stick — and perform! What if your training could take less time? What if they came out closer to quota? What if it was so good you could hire more diverse talent? It’s all possible with a best-in-class sales onboarding program!

During this fun and informative session, you’ll learn:

  • Why managers should NOT own onboarding/training (and who should)
  • Top 6 components your onboarding program must include
  • Tips to speed ramp time (especially in a virtual environment)
  • Why you need ongoing learning vs. event-based training 

This session is recommended for: Training Managers, Sales Directors, Enablement Directors, Sales Operations Leaders, Recruiting Leaders, New Hire Trainers, Onboarding Specialists, VP Enablement, VP Sales, VP Operations, and Sales Managers.

Watch the video replay!

CREATE A BEST-IN-CLASS SALES REP ONBOARDING PROGRAM

Sales Leaders, Enablement, Ops, and Training Leaders take note! Your new hire program is critical right now. It’s hard enough to find these folks, let’s ensure they stick — and perform! What if your training could take less time? What if they came out closer to quota? What if it was so good you could hire more diverse talent? It’s all possible with a best-in-class sales onboarding program!

During this fun and informative session, you’ll learn:

  • Why managers should NOT own onboarding/training (and who should)
  • Top 6 components your onboarding program must include
  • Tips to speed ramp time (especially in a virtual environment)
  • Why you need ongoing learning vs. event-based training 

This session is recommended for: Training Managers, Sales Directors, Enablement Directors, Sales Operations Leaders, Recruiting Leaders, New Hire Trainers, Onboarding Specialists, VP Enablement, VP Sales, VP Operations, and Sales Managers.

Watch the video replay!

Entrepreneurial Selling and Branding Tips for Founders [Webinar Recording]

Entrepreneurial Selling and Branding Tips for Founders

[Webinar Recording]

TACTICAL ENTREPRENEURIAL BRANDING AND SELLING TIPS

Watch Shelly Lazarus, Former Worldwide CEO and Chairman of Ogilvy & Mather, and Lauren Bailey, Founder of Factor 8, as they share everything you need to know about branding and sales as a founder. 

Shelly Lazarus shares what branding means, how to create your professional brand and the importance of consistency and quality in branding.

Lauren Bailey shares why you need sales, the difference between sales and marketing, and tactical tips to help you sell yourself and your services better. (Lauren’s session begins at 30:22)

This session was hosted by the USAWEC.

What is the USAWEC Program?

USA Women Entrepreneurship Cooperative (USAWEC) is a non-profit initiative by the CGE for 50 passionate and driven women entrepreneurs. This is a fully funded three-month program that focuses on business leadership and management learning experience.

Watch the video replay!

TACTICAL ENTREPRENEURIAL BRANDING AND SELLING TIPS

Watch Shelly Lazarus, Former Worldwide CEO and Chairman of Ogilvy & Mather, and Lauren Bailey, Founder of Factor 8, as they share everything you need to know about branding and sales as a founder. 

Shelly Lazarus shares what branding means, how to create your professional brand and the importance of consistency and quality in branding.

Lauren Bailey shares why you need sales, the difference between sales and marketing, and tactical tips to help you sell yourself and your services better. (Lauren’s session begins at 30:22)

This session was hosted by the USAWEC.

What is the USAWEC Program?

USA Women Entrepreneurship Cooperative (USAWEC) is a non-profit initiative by the CGE for 50 passionate and driven women entrepreneurs. This is a fully funded three-month program that focuses on business leadership and management learning experience.

Watch the video replay!

Top Virtual Sales Challenges [Survey Infographic]

The Current State of Virtual and Inside Sales 

Top Virtual Sales Challenges

WHAT ARE REPS’ TOP VIRTUAL SALES CHALLENGES?

We asked thousands of sales professionals (sales reps, sales managers, and sales leaders) to share the most critical pain points and challenges they are currently experiencing within their virtual and inside sales teams.

Our research has been compiled into an easily digestible visual to help give leaders a better understanding of their teams’ challenges with selling virtually.

Download our “Current State of Virtual and Inside Sales: Top Virtual Sales Challenges” infographic to glean insight into the areas that reps are struggling with most in virtual sales. You’ll learn: 

  • Overall challenges reps are experiencing with selling virtually
  • The most difficult aspects of phone prospecting
  • Top challenges with running virtual sales meetings
  • Where reps are struggling when it comes to closing deals virtually

This is must-have information for ALL leaders to gain insight into the virtual sales challenges their teams are experiencing.

Download Infographic

WHAT ARE REPS’ TOP VIRTUAL SALES CHALLENGES?

We asked thousands of sales professionals (sales reps, sales managers, and sales leaders) to share the most critical pain points and challenges they are currently experiencing within their virtual and inside sales teams.

Our research has been compiled into an easily digestible visual to help give leaders a better understanding of their teams’ challenges with selling virtually.

Download our “Current State of Virtual and Inside Sales: Top Virtual Sales Challenges” infographic to glean insight into the areas that reps are struggling with most in virtual sales. You’ll learn: 

  • Overall challenges reps are experiencing with selling virtually
  • The most difficult aspects of phone prospecting
  • Top challenges with running virtual sales meetings
  • Where reps are struggling when it comes to closing deals virtually

This is must-have information for ALL leaders to gain insight into the virtual sales challenges their teams are experiencing.

Download Infographic

How to Build Your Training and Development Plan [Webinar Recording]

How to Build Your Training and Development Plan

[Webinar Recording]

BUILDING YOUR TEAM DEVELOPMENT PLAN?

Smart leaders know that providing new hire and ongoing training to their teams is the #1 way to keep them AND the number one thing millennials seek when job hunting (Forbes).

And with the constant changes in markets, sales motions, and customer budgets, rep and manager development is more critical than ever.

Don’t leave your team’s training to a potential time and budget surplus. It’s too important to meet your sales goals. Plan the budget you need to accelerate your teams, attract the best, and retain top talent.

Watch Factor 8 Founder, Lauren Bailey, share tips on…

  • What is an industry-standard spend
  • What are the critical skills needed for every role
  • How to partner with your training org (if you have one)
  • Smart spends vs. money wasters
  • Aligning your goals and growth plans with your enablement plan
  • Easy ways to incorporate continuous training throughout the year
  • Low-cost and no-cost alternatives
  • Tips on executing development with low bandwidth

Recommended for: Enablement & Training Leaders, & Sales Leaders

Watch the video replay!

BUILDING YOUR TEAM DEVELOPMENT PLAN?

Smart leaders know that providing new hire and ongoing training to their teams is the #1 way to keep them AND the number one thing millennials seek when job hunting (Forbes).

And with the constant changes in markets, sales motions, and customer budgets, rep and manager development is more critical than ever.

Don’t leave your team’s training to a potential time and budget surplus. It’s too important to meet your sales goals. Plan the budget you need to accelerate your teams, attract the best, and retain top talent.

Watch Factor 8 Founder, Lauren Bailey, share tips on…

  • What is an industry-standard spend
  • What are the critical skills needed for every role
  • How to partner with your training org (if you have one)
  • Smart spends vs. money wasters
  • Aligning your goals and growth plans with your enablement plan
  • Easy ways to incorporate continuous training throughout the year
  • Low-cost and no-cost alternatives
  • Tips on executing development with low bandwidth

Recommended for: Enablement & Training Leaders, & Sales Leaders

Watch the video replay!

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