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Top 10 reasons for NOT providing sales training and education

Written by: Bob Janet

Article Overview: When does a sales professional no longer need sales training? When they quit breathing!!

Top 10 reasons for NOT providing sales training and education

10. The really successful business in all industries provides their sales professionals and sales support staff with sales training and education. Our business is different. We do not want to be like them.

9. My competition invested more in their business at start up than I did, therefore they should make more money than me.

8. If I did not continually have to replace non-performing sales professionals I would not have anything to do.

7. My friend told me about a bad sales trainer he used in 1950.

6. I know all there is about selling. I learned it in 1947.

5. I took a vow of poverty.

4. I like spending more money on marketing and advertising than I need to.

3. The founder of our business did not believe in sales training and education.

2. We are to busy putting out fires caused by the lack of sales training.

1. We have enough customers.

Sounds crazy, because it is! There is no good reason why not to learn and re-learn sales skills and techniques.

• The top 20% of sales income producing professionals continually gain new skills and polish old ones by receiving sales training and education.
• There is a direct relationship between the successful companies and those that emphasize training.
• Hands on Training is the most productive:
 People learn only 16% of what they read
 20% of what they see
 30% of what they are told
 50% of what they see and are told
 70% of what they see, are told and respond to
 90% of what they do

Over two thousand years ago, a wise father chose the greatest scholar of his age to tutor his young son in liberal arts. Aristotle instructed the boy in architecture, music, literature, politics, and the natural sciences. A few years later, the boy, barely in his twenties, set out to conquer the world. He did. It took him just eleven years. He became the greatest leader, the most visionary strategist, the finest administrator the world has ever know. He became Alexander.

You and your sales staff can conquer and dominate your market, with the right amount and kind of sales training. BUT, you have to do something different than you are doing today. You have to stop practicing sales insanity. (Einstein defined insanity as: “Doing the same things over and over again and expecting different results.”)

For example: Most businesses that conduct sales meetings, weekly, bi-weekly, monthly, do not use the time for discussing selling skills and techniques that will increase sales. They use this valuable time to reprimand, present procedures, discuss problems, etc. Everything but sales training.

It’s simple: To increase sales and profits all you have to do is increase proper sales and marketing training!

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Article Tags: architecture, aristotle, education, eleven years, good reason, liberal arts, marketing, music literature, natural sciences, putting out fires, relationship, sales professionals, scholar, strategist, successful business, successful companies, support staff, tutor, vow of poverty, wise father



Related Forum Posts
Training - Louis: Some regulated industries mandate that you attend training. However, even then, finding time to meet those requirements becomes an issue. This may explain the growth of tele-seminars. To answer your questions though, ROI is very important and everyone needs to sell or market no matter what they do. The best tip I ever got on training is not to pitch training as training b/c even big companies have limited budgets for training but training rebranded as "sales support." It makes the ROI argument that much more appealing. Hope that helps. Good luck.
Cold Calling - Hey Guys, I was wondering if anyone had any experience with hiring someone on straight commission cold calling. I am offering a co-worker 15% of my gross sales to cold call for one month (Line provided by myself) to set up meetings for me in Vancouver. I will be providing him with basic training, he seems pretty eager to try it out, but everyone usually is. Any tips or stories would be great! Thanks, Pete
What skills are needed to open a franchise? - I'm not a franchising expert by any means, but it would appear as if many franchisors require at least one owner to work at his/her business. So my question is: What skills are needed to open a franchise? And more importantly, how many franchise owners actually take the time to get the proper training/education required? Do they simply attend a few college courses on sales, retail or business management, etc? And does this actually make a difference in a franchise's success rate?
Re: Drop out Billionaire - [quote="orxan":2nqe3c9d]As I remember, he also has special advanced training program where you pay 20000 - 100000 for some sessions only to get phone and other trainings from Bill Bartmann. It seems there must be a big quality difference between that training and this one.[/quote:2nqe3c9d] Paying $20,000 to $100,000 is not too much to me. Someone says if you think education is expensive try ignorance.
Need Help Growing? - One resource that I've found to be extremely helpful was calling the Business Development Bank of Canada (BDC). I've met a lot of top business owners who have used the BDC for various reasons (i.e. sales/marketing strategy, training, foreign development, etc) and all say it was a massive help. The BDC will usually help you create the strategy using industry specific consultants and then not only help you fund the consultant's work but also the strategy. Their loan terms are little higher than banks but they’re a lot more easy going and understanding than regular banks.


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