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How to Improve Sales Training Programs with this One Word
| Guest post by: Leanne Hoagland-Smith |
Article Overview: Why are good sales training programs still being used when the results are questionable at best? Possibly the major obstacle is not being identified.
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Free Download - How to Craft an Engaging Message That Highlights What You Do to Increase Sales By Leanne Hoagland-Smith |
How to Improve Sales Training Programs with this One Word
Many sales training programs are very good. Yet if good was the key criterion why are people still seeking new learning and development courses, seminars and workshops? Why not use the very good program you already have?
The answer to this question lies in this one word - sustainable. For a sales training program to be truly successful, the foundational curriculum needs to be sustainable. Unfortunately, far too many training solutions focus the majority of time on sales skills. When analyzing poor selling results, the real obstacle is poor attitudes and habits.
Sales research suggests almost 50% of all leads are left hanging on the vine to wither and die. Even without extensive education those involved in selling know leads are the source of future revenue. Not following up on leads is truly not an issue of knowledge and skill, but clearly demonstrates poor attitudes and habits.
To achieve sustainability in any education and development initiative requires the participants to answer this question: Do I know it or Do I want to do it? The wanting will always trump the knowing.
Since many corporate learning and development courses are constructed from earlier experiences (beliefs), this becomes the “Achilles” heel. After interviewing and surveying over 1,000 educators and sales professionals, this is how America learns:
- Read it
- Learn it
- Test it
- Forget it
- Move to the next chapter
Sales Coaching Tip: When learning is constructed using this underlying belief system, sustainability is far more difficult to achieve.
To achieve sustainability requires the following:
- Alignment to the overall strategic action plan
- Shorter learning engagements (Sales Coaching Tip: The brain only absorbs what the butt will endure.)
- Opportunities for practice and feedback
- Review of all policies and procedures ensuring no conflict with training and development
- Participation of all sales managers (Sale Coaching Tip: One Doubting Thomas supervisor can undermine the efforts of the best facilitator.)
Infusing the development of positive attitudes and habits along with the necessary knowledge and sales skills is probably the best way to achieve long term sustainability. By taking this action, your sales training program will also deliver a positive return on your investment.
Related Articles
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Why Corporate Sales Training Often Fails to Deliver Results
Is 87% of Your Sales Training Investment Wasted?
How By Answering These Three Questions Can Dramatically Improve Sales Training
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About the Author: Leanne Hoagland-Smith RSS for Leanne's articles - Visit Leanne's website Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip: Change your thoughts; improve your results. Click here to visit Leanne's website   Leadership Assessment Leadership Audit For Business Business Building Check List |
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