Summary:
Sales organisations of all types spend a huge amount on training their sales people each year. Research shows, however, that most training has little impact in the long term. Here we look at what needs to be done to make sure training works - and the new generation of training approaches.

If you’ve ever wondered why your sales teams struggle to consistently achieve sales targets despite investment in sales training, development and management, you’re not alone.

Despite their best efforts most organisations are failing to achieve their full potential from sales training due to four main reasons;

1. Most sales training has at best a short-term effect on performance because of a failure to consistently implement, apply and reinforce what is learnt.

2. Sales managers (often top sales achievers themselves) lack a proven methodology to be truly effective at getting top performance from their sales team.

3. Salespeople often find it difficult to maintain the correct balance between prospecting, presenting, negotiating, closing and client nurturing which can lead to sales ‘feast and famine’ and lost opportunities.

4. Sales leaders and managers find it hard to run sales meetings and sales training sessions that are relevant, motivational, and impactful for both highly experienced and inexperienced salespeople at the same time.

So how do Read the rest of this entry