Top 10 reasons for NOT providing sales training and education

Guest post by: Bob Janet
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Don't operate like a Cave Man.... - By Bob Janet

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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Don't operate like a Cave Man.... - By Bob Janet

About the Author: Bob Janet

RSS for Bob's articles - Visit Bob's website
ooks and CD’s at http://www.BobJanet.comBob Janet uses 40 plus years of face-to-face selling and marketing experiences as owner / operator of wholesale, retail, manufacturing and service businesses, combined with his unique content loaded, fun-entertaining audience involved keynotes and seminars to help owners, sales professionals and sales support staff increase sales and profits by gaining and retaining their most profitable customers. When everyone else tells you what to do to increase your sales and profits...Bob Janet shows you how!! See all Bob's sales growth programs and top selling sales / marketing books and CD's www.BobJanet.com Bob Janet Bob@BobJanet.com 800-286-1203 www.BobJanet.com
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