Sales Training Consultants
Performance Through People
SALES TRAINING - COMMON MISTAKES
Click the heading to choose a topic.
- No Clear Objectives
What is it that you are really trying to change? Does a day of "death by PowerPoint" delivered by product marketing really create the impetus to change sales behaviour?
- It's Not Sales Training
Are you giving generic marketing or product material to the sales force instead of focused sales training? What is the difference between the two?
- What Changes?
Is taking sales people, who really don't want to be there, off the road/desk for a day and putting them in a classroom really going to lead to the changes you need?
- No Executive Sponsorship
Most training initiatives fail because they don't have buy-in throughout the organization and especially at the executive level. (Please also see management training.
- An Isolated Course
Why is it that sales training initiatives almost always run out of steam, and sales people end up re-doing Sales 101 every year with the promise that its part of a full training program?
- No Sales Engagement
Sales people have targets to hit and time off the road/away from the desk impacts their selling time. How can you engage the sales force to see that the sales training you are offering is actually relevant to them.
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