Sales training at most companies, if ever offered, consists of sending sales personnel to a one / two day independent sales course. Sometimes this happens annually, but typically it occurs far less frequently. Many sales training programs conducted in-house are events where new products are introduced, in nauseating detail, with the thought that product training is sales training, which it is not.
PRODUCT TRAINING IS NOT SALES TRAINING
Sales is the only critical business discipline in which you cannot get a traditional degree. Sales personnel are expected to know how to sell – presumably intuitively. The thought that one-day seminars will improve your revenue generation is misguided optimism. I would estimate that less than ten percent of all sales personnel are truly selling professionals. Unless you have real pros that seek out mentors, like Tom Hopkins or Neil Rackham and continually build on their own skills, the ability for your business to maximize revenue lies in your ability to provide effective and ongoing training.
LESS THAN 10% OF SALES PEOPLE ARE TRUE PROS
Businesses that excel in the sales area know how to find, hire, and retain self-motivated sales professionals and then continue to develop those skills on an ongoing basis. For tips on how to interview for top reps, see my Sales Representative Interview Form. True sales pros thrive on proper training techniques as well as the opportunity to compete with peers. From inside phone sales personnel to field sales representatives, ongoing skills building programs are essential for maximum success.
