Will Your Sales or Sales Management Training Courses Succeed? Probably Not. Here's Why

Many sales representatives, sales managers and business executives who have spent money on sales and sales management training has been lowered with the results. In many cases, after tens of thousands of dollars on sales training courses, there were positive changes in behavior or no measurable improvement in sales results.
Most sales of STS are a waste of money. Here's why!

The main reason for these costly mistakes is not due to the size of the investment or the skill level of students, it is because of sales training course itself. As reported in the Dale study, the average person forgets 90% of what they heard in a lecture-based training program. However, most sales and sales management seminars still consists of only courses given around the board room table.

When you think about it, lecture based training is like trying to train a professional baseball team call "facilitator" to talk with his team on how to play the game, and then sends them to the competition and said it expects to win . Sounds ridiculous, right? So why do so many companies think they can train their sales team to send them to the sales training program in which they only listen to a lecture for several hours, and expected them to quota busters when they return to their sales territory the next day?

People learn best when training takes place during a time when a new skill builds on previously learned. Think about it. Selling is a process that can be repeated, but no one has learned to play the violin in one afternoon.

Another reason many sales courses are failing is that the customer does not know what exactly that should emerge from training other words, they do not have any clear goals and objectives. What is it you want to achieve from your sales or sales management course? you are experiencing difficulties in one particular area of the sales process where you need a collaborative effort?

Since no two sales or sales management training programs are created equal, you know exactly what your needs and goals are before you buy. You also need to know what specific skills you want to achieve fulfilling workout.

do not act too quickly, however. Do not just concentrate on the symptoms of the problem, you must focus on the actual issues themselves. For example, it is not to make the required number of prospecting calls to be successful, or is that your approach to prospecting that I should do? Is one of your problems are not asking the right questions, in fact find meetings, or is it that you're not [a meeting with the right | the meeting with the wrong]? people in the first place

By knowing why most sales programs, you can avoid common mistakes before you buy, you can make a wise buying decisions for you and your sales people.

aim high!

Susan A. Enns, B2B Sales Connections