Sales Training Consultants
Performance Through People
SALES TRAINING MISTAKES
- It's Not Sales Training
Sales training tends to be a catch-all phrase for any communication to the sales team. We have witnessed many times a technical trainer running through a very detailed PowerPoint presentation, originally developed to train the technical department. This is not sales training, it's not an effective way to train the sales force,but it is cheap based on existing training materials.
But if we stop and think for a minute, do we actually want our sales force to be as technical as our systems consultant, do we want them to engage our customers at a detailed technical level. Hopefully the answer is no, we actually want the sale team to be able to engage our customers at the level of their business needs and drivers. For them to be able to get their customers to commit themselves to action because of the size of the business problem and bridge between that problem and your solution. So the sales training required is around business drivers, case studies and role plays to re-enforce the skills.
Other examples include getting 200 sales people in the room and getting people to talk at them for a day without any interaction. Again this is cheap, but of almost no value. Good sales people are used to being active and challenged and doing things. Good sales training is built to engage the sales team, create lots of interaction and move at a pace that keeps them moving.
Please see The way forward for a better approach to sales training.
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