AA-ISP Training Tuesday: Does Your Training Program Need an Overhaul?

Author: Bob Perkins, Founder & Chairman AA-ISP & Lauren Bailey Factor 8
Posted: June 12th, 2017

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Inside Sales leaders admitted that Training & Development has been a huge issue over the past several years as indicated in AA-ISP research. They said that either not enough is being done or that the training they have tried isn’t sufficient for their sales force. We will share specific tips that leaders can implement to help address this challenge. WHAT WILL YOU LEARN? • Gain a better understanding of why this is such a big challenge for sales leaders today • Learn five actionable ideas on what can be done to start training your team immediately, and in a more effective way • Learn what others are doing to address this very issue. ABOUT OUR SPEAKERS Lauren Bailey, Factor 8 LB is President of the award-winning Inside Sales Training company Factor 8. Before starting Factor 8 in 2007, Lauren was an Inside Sales Leader in the technology sector and Global TeleSales Training Director for SAP. She has helped launch Inside Sales divisions in more than fifteen countries and worked side by side with hundreds of Inside Sales Leaders to boost revenues, efficiencies, and statures of their Inside Sales teams. Today, she and the Factor 8 team are best known for putting Reps live on the phones making sales during training & getting up 300% increases in quota attainment. Factor 8 has been awarded service provider of the year for Sales & Leadership Training. Bob Perkins, AA-ISP A nationally-recognized Inside Sales innovator, Bob Perkins has extensive executive experience building and leading highly successful inside sales organizations. During his career he has created unique Inside Sales systems and structures, including team selling models, compensation plans, rewards and recognition programs, performance management tools, and sales campaigns which have been adopted by many of the nation's largest companies. His 25 years Inside Sales experience includes positions as Vice President or Director with Unisys, Silicon Graphics, United Health Group and Merrill Corporation. Bob has benchmarked and worked with many of the country's major corporations to implement or improve their Inside Sales channels. A popular conference speaker, Bob has presented keynote addresses at industry forums and corporate sales conferences nationwide; he also maintains a video channel, Inside Sales Studio, that discusses trends and tactics specifically relevant to Inside Sales leaders and today’s digital transformation. His proven expertise with the interrelated aspects of leadership development, motivation, and sales strategy has made him one of the top Inside Sales authorities in the United States. Bob holds a Master of Science degree in education from Nazareth College, Rochester, New York.


Leadership, B2B Sales, Coaching, Sales Training


Motivation, Communication, Coaching, Talent, Productivity, Development, Leadership, Sales Models, Metrics, Performance, Hiring, Recruiting, Vision, Mission, Guidance, Best Practices, Benchmarks, Role playing, Examples, Guidelines, Shadowing, Tools, Effectiveness, Time Investment, Ongoing Training