Sales Training, B2B Sales Tips & Industrial Sales Myths

Ed Marsh | May 28, 2026

Industrial Sales Effectiveness is Built on Rigor and Technique

sales-stips-for-industrial-manufacturing-companies-derek-baer-on-sales-training-and-baseline-selling

For years, companies like IBM and Xerox invested massively in sales training. Year-long introductory training programs were expensive and effective. That set the tone for much of the B2B world - sales training was as natural and expected as having a shipping and receiving department. 

That changed.

And today, countless misconceptions, myths, lies and misunderstandings limit companies' ability to drive consistent organic sales growth.

 

Want to understand the potential impact of great sales training? Connect with Derek.

Meet Derek |   

Understanding the Industrial Sales Force with Derek Baer

 

Show Transcript

Episode Recap

Summary

capital-equipment-sales-tips-for-predictable-results-derek-baer

In this episode of the Industrial Growth Institute podcast, Ed Marsh and Derek Baer engage in a dynamic conversation about various aspects of sales, including the importance of tracking quotes, the compatibility of salespeople with complex B2B sales, and the qualities that make a great sales rep.

They discuss the role of sales decks (worthless crutches), the significance of accelerators in compensation plans, and how to manage underperformers within sales teams. The conversation emphasizes the need for continuous improvement and investment in sales skills, drawing parallels between sales and other professional pursuits. Topics include:

  • the importance of tracking quotes

  • the compatibility of salespeople with complex B2B sales

  • qualities that make a great sales rep

  • role of sales decks

  • significance of accelerators in compensation plans

  • how to manage underperformers and disrupters within sales teams.

Takeaways

  • Companies should track quotes issued to understand resource consumption.
  • Salespeople incompatible with complex sales often lack desire or confidence.
  • Great sales reps are coachable and willing to learn from failure.
  • Industry knowledge is important, but not as crucial as sales skills.
  • Sales decks can be a crutch for weak salespeople.
  • Accelerators in comp plans incentivize high performance.
  • Underperformers can negatively impact team morale and performance.
  • Sales reps need to handle rejection and maintain confidence.
  • Investing in sales training is essential for long-term success.
  • Sales karma affects how prospects perceive salespeople.

Takeaway Quote from Derek Baer

  • "Sales training is crucial for success."

Outline

00:00 Introduction to Sales Metrics and Tracking Quotes
09:04 The Compatibility of Salespeople in Complex B2B Sales
15:56 Defining Traits of a Great Sales Rep
23:24 The Role of Pitch Decks in Sales
27:29 Understanding Sales Accelerators and Compensation Plans
29:53 Explaining Sales Compensation to the Team
32:42 Managing Underperformers in Sales Teams
35:45 The Impact of Team Dynamics on Performance
41:19 Investing in Sales Skills for Long-Term Success

What is your resistance to sales training costing your company?

You may assume that sales reps simply refine and improve their craft by virtue of OJT. That's wrong.

Investing in sales training is a critical business decision (as is selecting the right trainer!)

And buyers have changed, making effective, and contemporary training important.

 

That's what I've outlined in this recent paper.