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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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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.

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Home > Business-Coach > Leanne Hoagland-Smith > Simply Speaking Why Many Sales Training Programs Do Not Work
Article Tags: bad news, basic skill, belief system, consistent goal, correct environment, educational experience, goal achievement, lack of knowledge, learners, life experiences, negative attitudes, positive attitude, return on investment, rsquo, sales goals, sales professionals, setting goals, shortcuts, skill sets, unconscious incompetence

About the Author: Leanne Hoagland-Smith
RSS for Leanne's articles - Visit Leanne's website

Executive consultant, sales coach and speaker, Leanne Hoagland-Smith, partners with innovative and crazy busy leaders who want to dramatically improve their team results. What this looks like differs for each firm and why a free strategy session is offered just by calling 219.759.5601 CDT USA to have a conversation about the results you are seeking. If you prefer you can forward a request to coach@processspecialist.com

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
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