Simply Speaking Why Many Sales Training Programs Do Not Produce Results
Simply Speaking Why Many Sales Training Programs Do Not Produce Results
One of the basic reasons for this failure is because corporate training evolved from the K-16 educational experience. Then shortcuts were taken from reducing the time to learn, restricting the opportunities for practice and presuming that all learners had the same breath of knowledge. Beyond these shortcuts, there are two additional critical reasons for failed sales training because it was not present in the K-16 curriculum.
First Critical Reason
In the K-16 experience, there is much talk about setting goals and having the right attitude. During the last 10 years, I have surveyed over 2,000 adults. What I have discovered was less than 5% had ever experienced a class on goal setting or changing negative attitudes to positive ones.
This leads to this simple question: How can sales people reach their goals when the basic skill set of consistent goal setting and goal achievement is not within their existing knowledge base?
Second Critical Reason
In exploring attitude redevelopment the same lack of knowledge and skill sets emerge. Many involved in selling do not understand the importance of a positive attitude (will) and how that attitude is really a reflection of their foundational belief system (life experiences). Of course, talking about beliefs in a politically correct environment might be considered inappropriate. However, until the core underlying beliefs are acknowledged, awareness is not present and these fine folks are still in the Land of Unconscious Incompetence (I do not know what I do not know; ergo I know everything.) Source: Law of Process adapted from Gordon’s Learning Ladder.
If you wish to get more bang for the buck from your sales training programs:
You will be greatly surprised by your results.
Simply Speaking Why Many Sales Training Programs Do Not Produce Results - To learn more about this author, visit Leanne Hoagland-Smith's Website.
Like this article? Share it with your friends
With the decline in the U.S. economy, sales training is considered to be one of the few areas within training and development that will experience increased spending. Companies now more than ever before need to increase revenues and the best way to do that is through a well-trained sales team. The bad news, beyond the economy, is that many programs do not work because they do not deliver a positive return on investment. In other words, they fail to produce the results that being:
- New Revenue
- New Customers
- Improved Customer Loyalty
- Reduce Costs
- Increased Profits
One of the basic reasons for this failure is because corporate training evolved from the K-16 educational experience. Then shortcuts were taken from reducing the time to learn, restricting the opportunities for practice and presuming that all learners had the same breath of knowledge. Beyond these shortcuts, there are two additional critical reasons for failed sales training because it was not present in the K-16 curriculum.
First Critical Reason
In the K-16 experience, there is much talk about setting goals and having the right attitude. During the last 10 years, I have surveyed over 2,000 adults. What I have discovered was less than 5% had ever experienced a class on goal setting or changing negative attitudes to positive ones.
This leads to this simple question: How can sales people reach their goals when the basic skill set of consistent goal setting and goal achievement is not within their existing knowledge base?
Second Critical Reason
In exploring attitude redevelopment the same lack of knowledge and skill sets emerge. Many involved in selling do not understand the importance of a positive attitude (will) and how that attitude is really a reflection of their foundational belief system (life experiences). Of course, talking about beliefs in a politically correct environment might be considered inappropriate. However, until the core underlying beliefs are acknowledged, awareness is not present and these fine folks are still in the Land of Unconscious Incompetence (I do not know what I do not know; ergo I know everything.) Source: Law of Process adapted from Gordon’s Learning Ladder.
If you wish to get more bang for the buck from your sales training programs:
- Infuse a proven goal achievement process
- Adopt proven tool (goal worksheet) to reinforce the goal setting and goal achievement process
- Focus on redeveloping negative attitudes preventing sales success while still working on those critical sales skills.
You will be greatly surprised by your results.
Simply Speaking Why Many Sales Training Programs Do Not Produce Results - To learn more about this author, visit Leanne Hoagland-Smith's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
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 |
|||
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 |
|||
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 |
|||
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 |
|||
Casey GollanCasey Gollan, Business Coaching & Mentoring Programs. Add $1 Million to $10 Million in the next 1 to 3 years. Since 1996 Casey has to added hundreds of millions of dollars to businesses. Watch a free video see client results Business Coaching website. - Visit Casey Gollan's Website |
|||
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 |
|||
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 |
|||
George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
|||
|
To learn more about the Evan Elite Author Program please contact us. | |||
 | |
|  |
Subscribe to Leanne's articles
 | |
|
|  |
 | |
|
| |
 | ||
|
||
 |
||
 |
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
 |
 One Size Success Memorandum Template 2 Article Marketing NichePreneur Mindset 10 Areas of Differentiation |
|
 | ||
 |
Top 50 Franchising Blogs
Top 50 Franchising Blogs | |
 |
The Top 10 GTD Times Posts
Best Posts for Productivity | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
||||||||||||
|
Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
|
|
|
| ||||||||||
|
| ||||||||||
|
|
||||||||||