Why Not The Sales Training
Maybe this subject has been circulated much recently on HBR, BNET and many other blogs, still I wanted to enlighten the failures of it before preparing our 2012 Sales Plan
In the old traditional way of selling described above, and since management could not identify the root problem but rather focus only on the number of the daily visits conducted by sales reps, motivational training was a solution. But why it wasn’t effective:
1 They hired a motivational speaker: Sure, a motivational speaker can get people excited, but motivation can’t fix the root causes of sales ineffectiveness.
2 They didn’t address the root cause: Unfortunately with the absence of a structured selling process, sales reps developed their selling habits, skills, and style by trial and error, poorly shaped. New habits could not be formed with an introduction of a better way, or a reinforcement of the new skill. .
3 They gave too many tips and techniques: I’m a hard believer that sales is living, and what we communicate to our client rely much on the way presented. New techniques or information when presented once, at a sales training event, will hardly undo years of habit and experience. It should be delivered in the form of a process, rather than bite-sized nuggets.
4 They took the training as an event: They took the training as an event: Sales Training will definitely work perfectly if it is executed as a process, not as an event.