Sales Training Mistake #2: The most common method of training sales people is also the least effective and the most expensive! Sending experienced yet untrained people into the marketplace with product knowledge, a product manual and a price list is a recipe for disaster...It's also the root cause of management frustration with low productivity and high turnover in sales positions! Companies that train their sales forces this way mistakenly believe they can't afford to train them properly.
In order to uncover your common sales mistakes and obstacles that impede sales effectiveness and negatively impact your bottom line, Click here to take our Sales Problems Analysis.
Untrained sales people cost companies many times more in low productivity, low-margin sales, lost customers and turnover.You have a choice! Grin and bear with it or investigate your options.
Business Owners, CEO's and Presidents call us today at 866-816-0991 to discuss how a real sales process gives you back control. Click here to take our CEO Diagnostic to uncover specific gaps in productivity based on management deficiencies.
Without a consistent approach, sales process or consistent criteria, management loses control. This is especially true and damaging when you have to rely on remote satellite offices or even regional or local offices. The disbursement of sales people scattered across a region, territory or even the country dilutes your message and hence overall effectiveness. Your overall communication is less than what it may be if your sales people were centrally located.
Sales Training for Executives
Before we begin to train, change or coach any individual or sales team, we first must access individual and group strengths and weaknesses allowing us to have a clear understanding as to what Executive Leadership, Sales management or Sales specific issues must be targeted. This allows us to develop the program, process and coaching in a way that targets the problem providing real support.
Our sales training and targeted coaching focuses in on the individual and group weaknesses, opposed to simply preaching our opinion or forcing a one size fits all approach.
Targeted Sales Training:
Our sales training will be heavy weighted in the identified areas of weakness. We believe the overall group should be utilizing a consistent approach making use of a process and consistent criteria reducing the wing-it mentality often found in sales teams.While the overall group must be on "the same page" so to speak each individual has certain habit and beliefs that impede selling success. These areas must be identified prior to training and addressed in the sales training process. Identify, target and remove sales constraints, Click here for our complimentary Common Problems Checklist
Targeted Un-Sales Training
As human beings we are habitual, meaning that we have certain beliefs that eventually convert into habits. Habits slowly form your routine, unfortunately only parts of your sales or sales management routine are naturally productive while others are not. It is essential that sales people and sales managers, many of which have been selling or managing for years identify what they do naturally that work, and what they do that works against them. Un-training deals with the issues that have management going over the same thing with the same people without a change in mindset, habit, routine or result!
Sales Training Steps
- What is your group doing/relying on (sales specific) that is working (this helps us in determining the best training course of action?
- What is your group doing/relying on (sales-specific) that’s working against them? (helping us in determining how best to un-train them)
- What sales structure/process/criteria is not in play that you may want to consider?
This allows our sales trainers to identify the areas you need to focus on during the sales training process. Particular attention will be focused on what to do sales specific (how to train) and what not to do in the sales training program (how to un-train). This refers to sales/sales management practices that the group relies upon but that shouldn't be use. These are the areas that typically have management going over the same thing with the same sales person often without a change in behavior or result. Do you need to break the cycle of counter productive mindsets and behavior?
The Sales Training Course
One of the major problems and concerns any sales organization should have is participation. Our sales training course will ensure your sales people to utilize each segment of our course through direct line questioning, instant polling and testing of each participant during each class. Instant polling places sales professionals and sales managers in real world selling/managing situations in order to uncover how hey would deal with each situation. Sales Professionals and Sales Managers instantly see how they often deal with the same scenario differently from other participants. The sales training course and group discussion allows each sales participant to understand the most productive course of action moving forward. Electronic files containing each participant's responses to Instant Polling or testing responses are maintain and available for review in order to allow management to monitor their actual progress.
Sale Training & CEO Coaching:
Our sales training techniques take place over time as mindsets and routines, developed over time will not be broken in a one day boot-camp sales training event. During the sales training process, our sales trainers provide on-going sales training techniques to each participant. The material must be taken in slowly and put in a way that makes sense in your real world selling scenarios. Different sales professional in the training course are more likely to handle similar situations differently. Therefore, dealing with each sales person or manager in the same manner is simply not productive. Our Sales Training differs in that - boot camps or 1-2 day Impact Training Programs do not allow for post training discussion or specific advice as to how best to apply each strategy effectively. At Peak Performance this is an integral component of our process.
Sales Reinforcement Training:
Sales training is often treated as an event and not an ongoing process. Ask yourself if you or your sales people have attended a one day sales training boot camp in the past. Now ask yourself what was missing, what was lacking? In other words why are you here? Mastering sales skills is like mastering golf or playing the piano - a set of skills developed over time, and reinforced through practice and application. The very best achieve peak performance through reinforcement and through their commitment and desire to succeed in sales. The high levels of sales you demand from your sales force come from sales skill and then sales skill mastery occurs when your people function optimally under pressure in buyer or seller situations. You can't master these skills by reading a book, listening to a tape or attending one-day sales training course.
Unlock the untapped and unrealized potential. To finally achieve group participation to create a uniform approach, for additional information call our sales training course counselors today!
Sales Training Course
for Sales Professionals |
