We most certainly did enjoy your presentation - you impressed all. The feedback from everyone last night was great to hear. Your content and delivery hit home run after home run! Thanks once again. You are indeed the 'guru'...as I have quoted in our Sales Training Manual!
-- Kerryn Ruthven, IBISWorld, Inc.

Alan - I wanted to give you a quick update concerning our progress since you trained our sales team a month ago. The salespeople have been achieving their targets of 50+ outbound calls per day. What they are saying during the calls is more effective. The new Sales Training Manual is an excellent resource and I have been quizzing the salespeople on different sections each week. Most important, our sales were 48% higher this month than they were the previous month!
-- Kim Brown, Grand Incentives, Inc."

The presentation given by Alan was awesome. Having worked in sales for almost 5 years before coming to IBISWorld, I’ve seen a lot of professional sales presentations and Alan blew them all out of the water. His presentation was very insightful, did not beat around the bush and it was all very relevant.
-- Michael Domanic, IBISWorld, Inc.

I have to say, you are truly terrific in this expertise of Sales. You really know your stuff and you have a very compelling, persuasive presentation of your information. Plus, you have a great voice. Terrific for podcasts, webinars, etc. Thank you for doing what you do and offering it to all of us out here!
-- Richard Carlstrom, Carlstrom Productions

Alan - Here are just a few comments we received about your presentation: "Very Knowledgeable presenter; Great Input on sales recruiting & interviewing; Great takeaways, great ideas; Thought provoking." Thank you for doing a wonderful job and being part of this special event!
-- Liz Richards, Executive Vice President, Material Handling Equipment Distributors Association



Books By Alan Rigg:


How to Beat the 80/20 Rule in Sales Team Performance


How to Beat the 80/20 Rule in Selling

The 80/20 Selling Systemô Home Study Course

 


Alan Rigg

Areas of Expertise:

Sales Management
 





Are you tired of making sales and sales management training investments that generate a temporary spike in sales, but don't create permanent changes in your salespeople's behaviors?

This happens because most sales and sales management training programs simply expose the attendees to new skills and concepts. These new skills and concepts feel strange and uncomfortable. Many salespeople worry that attempting to use the new skills in front of real, live prospects and customers will cost them sales and hard-won credibility. So, they abandon the new skills and continue to rely on "old" (unsuccessful) behaviors that are more comfortable for them.

The process that sales performance expert Alan Rigg uses to help organizations accomplish lasting behavioral change includes the following steps:

  1. The desired changes must become part of management's daily dialogue with salespeople and sales support personnel. This shows that management is serious about implementing the changes. (It's not just "the flavor of the month.")
  2. Sales managers must learn how to help their salespeople become comfortable executing the new approaches. This means they need to become proficient in the new skills themselves and be prepared to oversee frequent practice sessions for their salespeople.
  3. Salespeople are trained in the new approaches. This training can be delivered in person or via webinars/ teleconferences.
  4. Sales managers hold their salespeople accountable for using the new approaches. They make it clear that these are NOT optional activities!
  5. Sales training skills and concepts are reinforced and repeatedly practiced by salespeople until they become second nature. This is accomplished through role plays and other interactive training activities.
  6. Sales managers consistently and repeatedly inspect their salespeople's activities to confirm they are actively applying the new approaches.

Alan's typical sales and sales management training projects include some or all of the following elements:

* Determining training priorities and customizing training content

* Assessing training participants to determine each individual's unique strengths and weaknesses

* Developing customized training tools

* Delivering training in person or via webinars/teleconferences

* Assisting with post-training repetition and reinforcement activities

Alan is a 25-year student of selling and sales management and the author of:

* How to Beat the 80/20 Rule in Sales Team Performance

* How to Beat the 80/20 Rule in Selling

* The 80/20 Selling System™ Home Study Course

He is a past president of the Arizona chapter of the National Speakers Association and specializes in delivering his unique insights into sales and sales management via highly interactive seminars, workshops, webinars and teleconferences.

Are you tired of making sales and sales management training investments that generate a temporary spike in sales, but don't create permanent changes in your salespeople's behaviors?

This happens because most sales and sales management training programs simply expose the attendees to new skills and concepts. These new skills and concepts feel strange and uncomfortable. Many salespeople worry that attempting to use the new skills in front of real, live prospects and customers will cost them sales and hard-won credibility. So, they abandon the new skills and continue to rely on "old" (unsuccessful) behaviors that are more comfortable for them.

The process that sales performance expert Alan Rigg uses to help organizations accomplish lasting behavioral change includes the following steps:

  1. The desired changes must become part of management's daily dialogue with salespeople and sales support personnel. This shows that management is serious about implementing the changes. (It's not just "the flavor of the month.")
  2. Sales managers must learn how to help their salespeople become comfortable executing the new approaches. This means they need to become proficient in the new skills themselves and be prepared to oversee frequent practice sessions for their salespeople.
  3. Salespeople are trained in the new approaches. This training can be delivered in person or via webinars/ teleconferences.
  4. Sales managers hold their salespeople accountable for using the new approaches. They make it clear that these are NOT optional activities!
  5. Sales training skills and concepts are reinforced and repeatedly practiced by salespeople until they become second nature. This is accomplished through role plays and other interactive training activities.
  6. Sales managers consistently and repeatedly inspect their salespeople's activities to confirm they are actively applying the new approaches.

Alan's typical sales and sales management training projects include some or all of the following elements:

* Determining training priorities and customizing training content

* Assessing training participants to determine each individual's unique strengths and weaknesses

* Developing customized training tools

* Delivering training in person or via webinars/teleconferences

* Assisting with post-training repetition and reinforcement activities

Alan is a 25-year student of selling and sales management and the author of:

* How to Beat the 80/20 Rule in Sales Team Performance

* How to Beat the 80/20 Rule in Selling

* The 80/20 Selling System™ Home Study Course

He is a past president of the Arizona chapter of the National Speakers Association and specializes in delivering his unique insights into sales and sales management via highly interactive seminars, workshops, webinars and teleconferences.

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