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Simply Speaking, Why Many Sales Training Programs Do Not Work
| Guest post by: Leanne Hoagland-Smith |
Article Overview: Have you found redoing your sales training? Well, you are probably not alone. Learn why this is happening to your business.
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Free Download - How to Craft an Engaging Message That Highlights What You Do to Increase Sales By Leanne Hoagland-Smith |
Simply Speaking, Why Many Sales Training Programs Do Not Work
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 sales training programs do not work because they do not deliver a positive return on investment.
Corporate training evolved from the K-16 educational experience. Then shortcuts were taken from reducing the time to learn, restricting the opportunity for practice and presuming that all learners had the same breath of knowledge. Beyond these shortcuts, these two critical reasons for failed sales training was never incorporated into the curriculum because it was not present in the K-16 curriculum.
In the K-16 experience, there is much talk about setting goals and having the right attitude. Yet, in surveying over 1,000 adults, less than 1% 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 sales goals when the basic skill set of consistent goal setting and goal achievement is not within their existing knowledge base?
Exploring attitude redevelopment the same lack of knowledge and skill sets emerge. Many sales professionals do not understand the importance of a positive attitude 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 Law of Learning.
If you wish to get more bang for the buck from your sales training programs, then infuse a proven goal achievement process reinforced by a proven tool (goal worksheet) and focus on redeveloping negative attitudes preventing sales success. You will be greatly surprised by your results.
TRADITIONAL SALES TRAINING LEADS TO DECLINE IN SALES
Is Your Sales Training Missing These Ingredients?
Sales Training Programs - Are they Worth It?
Driver Training: Which Types Are Best For Insurance?
How Current are your Training Programs?
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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   Business Building Check List Leadership Audit For Business Leadership Assessment |
Related Forum Posts
7 words or less for Structogram
- Some "7 words or less" (more or less) for Structogram for your comments:
Training to get your message across(6)
Secrets to get your message across (6)
Training so people will listen to you (7)
Helping you get your message across (6)
Training to learn to get your message across (8)
Communications training for yourself and your team (7)
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Different Hats
- CEO Sales & Marketing & Leadership Development Company
Strategic Vision 10
Alliances & Growth Strategies 10
Hiring & Managing People 8
Mentoring 8-9
Strategic Planning for Clients 10
Execution of Marketing Campaigns 9-10 (i have great people who do the nitty gritty)
Financial Management 9
Bookkeeping 3 (outsourced as I really hate the fine details like GST0
Administrative Follow Up 6-7 (again have great staff)
Writing & Publishing 9 (getting better all the time!)
Speaking 10 (so I have been told)
Self Promotion 9-10
Web development & Promotion 6-7 (learning more and have brought on players who are 10+)
Babysitting Employees (1 - wont do it, that's why I work so hard to hire and motivate the people I have)
Great topic Kevin!!
Jude
Any experience with McManus UK Ltd.?
- Did anybody already deal with any of the McManus UK Ltd offshore entities? I do have a program, but not enough cash. I have been advised that they can fund investors with access to Private Placement Programs but they don’t want to joint venture with me. They want a fee for the service. This is why I want to find out if anybody has had first hand experience with this group?
Patrick Ohara, Financial Consultant
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