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Guest post by: Leanne Hoagland-Smith Become an Author

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Is your sales training you where you want to be? Are you satisfied with your sales training results?

Search the Internet and you will millions of hits on sales training. Browse any book store and find hundreds of books on sales training from Zig Ziglar to Jeff Gitomer. So with all of this wealth of information, why isn’t most sales training effective? Why does it not deliver the desired results?

The reasons are far more simple than most people realize and reside within these three words:

Goals
Attitudes
Self leadership skills

The goal of sales training is to increase sales. However, tell me how many sales people actively set and achieve their own personal goals? From my experiences, the answer is probably less than 10%.

Goal setting is a skill that is presumed to be within each individual’s life experiences. Yet, the truth is that most people do not know how to consistently (key word) set and achieve their own personal goals.

Sales training should always include a proven goal setting process. This process must be reinforced and supported by goal setting tools.

Without the right attitudes, behaviors will not change. Much of the sales training that I have been a part of or have witnessed involves specific behaviors. Until the attitudes are changed and ultimately the foundational beliefs, the behaviors will not change. For it is our attitudes that are demonstrated through our behaviors.

Finally, self leadership skills needs to be updated. Again, most sales training focuses on selling skills such as scripts, cold calling, etc. These are valid and necessary skills. But the real difference lies within the self leadership skills or strong interpersonal skills that will either make or break the sale.

When the sales training includes goals, attitudes and self leadership skills, the investment of all resources will quickly yield a positive return. And, then all you need to do is sit back and watch the increase in sales to the bottom line.

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