Sales Training Should Cost You Nothing, Nada, Zip
Sales Training Should Cost You Nothing, Nada, Zip
Why this is the wrong path is that your sales people and related staff are your greatest asset that being human capital. Of course, your human capital does not appear on your financial statement as an asset, but usually as a liability. So, you have been conditioned to walk down the wrong path. However, now after reading this statement, you are now aware and that awareness is the first step necessary to affect positive change.
Sales training should cost you nothing because this is action is an investment in your greatest asset. Now when you think of investment, this may also require you to think differently about the outcomes. What are the results that you desire from this investment? In results driven solution, this is called return on investment.
For example, most folks who sell waste 12 minutes each day. This equals 1 hour a week or 50 hours a year. At an average salary only, excluding benefits, of $35,000, this lost productivity negatively drains the bottom line by approximately $750. If the solution can turn this waste time around and generate additional sales, then an investment of $750 in a sales training program would yield a 1 to 1 or 2 to 1 return. In other words, for each dollar the company would see that dollar returned or even realize two dollars for every dollar invested.
Possibly, this is why executive coaching including sales coaching has been widely received by corporate America. Depending upon the survey and the company, the average return is $5.00 for every dollar invested. (Metrix-Global, LLC).
Of course, to take the cost out of training demands that the results have been pre-determined and this is the real 800# gorilla in the room. Training (regardless of why type), for the most part, in corporate America is a directly tied to the K-16 educational experience. The focus is on knowledge and skills with little focus on attitudes and habits. However when investigating sales performance failure, the question that needs to be answered is “Not do they know it?” but “Do they want to do it?”
Sales research suggests that almost 50% of all sales leads are ignored, not followed up. (National Sales Executives Association) People who make a living selling know that they need to follow up on leads, so the issue is not more sales training about the knowledge or skills of how to follow-up. The issue is that these individuals have some bad attitudes and habits that result in poor results. There also may be some management issues in that the sales managers are demonstrating inconsistent behaviors from personal accountability to time management.
If you want to improve your sales force, stop thinking of costs and start thinking of investment. Take the time to identify your desired results and the behaviors that will achieve those results. You will probably need to add a lot more attitude and habit development than you ever thought necessary.
Sales Training Should Cost You Nothing Nada Zip - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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Many who wish to improve the quality of their sales training start down the wrong path when they think first of cost. They are busy researching the costs of sales training and usually this is rendered into a cost per participant.
Why this is the wrong path is that your sales people and related staff are your greatest asset that being human capital. Of course, your human capital does not appear on your financial statement as an asset, but usually as a liability. So, you have been conditioned to walk down the wrong path. However, now after reading this statement, you are now aware and that awareness is the first step necessary to affect positive change.
Sales training should cost you nothing because this is action is an investment in your greatest asset. Now when you think of investment, this may also require you to think differently about the outcomes. What are the results that you desire from this investment? In results driven solution, this is called return on investment.
For example, most folks who sell waste 12 minutes each day. This equals 1 hour a week or 50 hours a year. At an average salary only, excluding benefits, of $35,000, this lost productivity negatively drains the bottom line by approximately $750. If the solution can turn this waste time around and generate additional sales, then an investment of $750 in a sales training program would yield a 1 to 1 or 2 to 1 return. In other words, for each dollar the company would see that dollar returned or even realize two dollars for every dollar invested.
Possibly, this is why executive coaching including sales coaching has been widely received by corporate America. Depending upon the survey and the company, the average return is $5.00 for every dollar invested. (Metrix-Global, LLC).
Of course, to take the cost out of training demands that the results have been pre-determined and this is the real 800# gorilla in the room. Training (regardless of why type), for the most part, in corporate America is a directly tied to the K-16 educational experience. The focus is on knowledge and skills with little focus on attitudes and habits. However when investigating sales performance failure, the question that needs to be answered is “Not do they know it?” but “Do they want to do it?”
Sales research suggests that almost 50% of all sales leads are ignored, not followed up. (National Sales Executives Association) People who make a living selling know that they need to follow up on leads, so the issue is not more sales training about the knowledge or skills of how to follow-up. The issue is that these individuals have some bad attitudes and habits that result in poor results. There also may be some management issues in that the sales managers are demonstrating inconsistent behaviors from personal accountability to time management.
If you want to improve your sales force, stop thinking of costs and start thinking of investment. Take the time to identify your desired results and the behaviors that will achieve those results. You will probably need to add a lot more attitude and habit development than you ever thought necessary.
Sales Training Should Cost You Nothing Nada Zip - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Joe DagerJoe Dager is President of Business901, a progressive coaching company providing no-nonsense direction in areas such as Lean Six Sigma Marketing and organized referral marketing. What others say: In the past 20 years, Joe and I have collaborated on many difficult issues. Joe’s ability to combine his expertise with “out of the box” thinking is unsurpassed. He has always delivered quickly, cost effectively and with ingenuity. A brilliant mind that is always a pleasure to work with.” - James R. If you want to learn more about Business901, start a conversation with us. We can be found @ Web/Blog: Business901.com Web/Blog: FundingYourNonprofit.com LinkedIn Profile Follow me on Twitter - Visit Joe Dager's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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John AlexanderJohn has taught keyword research and SEO skills to small groups of business owners and Webmasters from over 80 different countries world wide since 2002. John is also the Director of Search Engine Academy ; Co-director of Training at Search Engine Workshops offering live, SEO Workshops with his partner SEO educator Robin Nobles, author of the very first comprehensive online search engine marketing courses at SEO Training Online and the SEO Workshop Resource Center. I look forward to hearing from you! - Visit John Alexander's Website |
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