From The Editor | October 26, 2010

Don't Pass Up This Sales Training Opportunity

Jim Roddy

By Jim Roddy, President, Jameson Publishing and Business Solutions Magazine

I'll admit it – my company is borderline psycho about sales training. For example, when we wanted to hire someone to help us develop comprehensive training materials, we didn't offer the job to some kid just out of school. We hired a guy who used to train Navy officers to run their submarines. Nuclear submarines.

Our written company principles talk about controlling costs, maximizing profits, and establishing a world-class culture, of course, but they also say this: "Put abnormally high resources into sales training and sales management. Increasing head count without intensive employee training guarantees ever-worsening departmental performance." That's one of the key lessons we've learned in our 30+ years in business – and it's sparked our growth over those decades.

A good partner of BSM's, the Retail Solutions Providers Association (RSPA), has just announced a sales training course that I think every VAR, ISV, and MSP should consider. "Sales Focus: Moving Beyond Your Comfort Zone" is a one-day education session designed to teach resellers about today's most relevant technologies, emerging technologies, and how to sell these solutions.

The price is pretty reasonable – $129 for RSPA members, $258 for non-members – and includes the opening Meet and Greet, two meals, plus all conference materials. Sales Focus is scheduled for Monday, Dec. 13, at the Walt Disney World Swan and Dolphin Resort in Orlando, FL. RSPA has really stuck it to Mickey Mouse, negotiating a $99 room rate for Sales Focus attendees.

For more information, go to, call the RSPA at 800-782-2693, or email Alliah Sheta at Sales Focus is sponsored by BlueStar, IBM, Ready Distribution, and Source Technologies.

Our company has invested heavily in sales training over the years. And every penny we've spent has been worth it. I encourage you to take a close look at this sales training opportunity.