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Training Day

Need a sales trainer to whip your staff into shape? Here's how to find a winning coach.

This story appears in the October 2004 issue of Entrepreneur. Subscribe »

If your sales force is foundering, it may be time to bring in a sales trainer. A sales trainer can fire up your team by teaching real-world ways to close more deals. Here are a few tips for finding a superlative sales coach for your team and your budget:

Put together a list of vendors. As you do with other major investments, ask colleagues in similar industries for referrals. Alex Ramsey, founder and president of LodeStar Universal in Dallas, which provides executive coaching and sales strategies, advises entrepreneurs to check out the National Speakers Association, the American Society for Training & Development, or to contact the author of an admired book on sales.

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