Many Sales Training Programs Are A Waste Of Money. Heres Why!

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Sales If you have invested in sales or sales management training, you probably have been frustrated with the results. In many cases, after spending tens of thousands of dollars on sales training courses, there was no positive change in behavior or no measurable improvement in sales results. Why Most Sales Training Seminars Are A Waste of Money The main reason for these expensive failures is not because of the size of the investment or the skill level of the students, it’s because of the methods of the sales training program itself. As reported in a study by Dale, the average person forgets 90% of what they hear in a lecture based training seminar. Yet most sales training programs are still conducted while sitting at a board room table, while listening to a lecturer as he writes on a white board. Lectured based sales training is the same as inviting a facilitator to talk to your professional baseball team, and then sending them onto the field expecting them to win. Can that really happen, just because you hired some expert to speak about how the game should be played? Sounds ridiculous, doesn’t it? So why then do so many companies believe they can train their sales team by sending them to sales training seminars where they only listen to a lecture for a few hours and expect them to be sales superstars when they return to their sales territories the next day? People learn best when the training takes place over time and when a new skill builds on a previous one learned. Think about it. Sales is a process that can be repeated, but no one is going to learn that process in one afternoon. The second reason most sales training courses don’t succeed is that the purchaser doesnt know what it is exactly that he needs to learn from the training course More specifically, they dont know what it is they need to learn. What is it that you want to achieve from your sales or sales management training seminar? Are you struggling in one particular area of the sales process where you need to focus? Since no two sales or sales management training seminars are the same, you must know exactly what your goals and objectives are before you buy. You must also know what specific competences you wish to acquire by completing the training. Be careful though. Dont just focus on the symptoms of the issues you must concentrate on the actual problems themselves. For example, is it that you are not making enough prospecting calls to be successful, or is it that your prospecting approach itself is not effective? Is one of your problems that you are not asking the right questions in your fact find meetings, or is it that you are not [meeting with the right|are meeting with the wrong] people in the first place? By knowing why most sales training programs fail, you can avoid the common mistakes before you invest, and you can make a wise buying decision for you and your staff. Aim Higher! Susan A. Enns, B2B Sales Connections About the Author: Susan A. Enns, author of several sales training seminars , is managing partner of B2B Sales Connections, a sales coaching website with free sales resources, and online sales training for business to business sales professionals. She has a proven track record of success, with over 22 years of direct sales, management and executive level business to business experience. Visit www.b2bsales for more information. Article Published On: ..articlesnatch.. – Sales 相关的主题文章: