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The New Way to Train and Develop Sales People - Does it Work?

Guest post by: Dave Kurlan

Article Overview: What are the impacts of some of the changes that have been made in the past few years to sales training? How have things changed and does the new method work?

The New Way to Train and Develop Sales People - Does it Work?

Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.

There are many ways in which our training delivery model has changed over the years. These changes include:

Component	Old Way	New Way
Location	On Site	On Line
Time Required	All Day	One Hour
Frequency	Weekly	Bi-Weekly
Content	Complex	Simple
Method	Firehose	Spoon-Feeding

The impact of these changes is that salespeople receive less information, less often, but focus more, for a longer period of time, on each important component of the sales process. The net result is that they reach their potential and generate more revenue more quickly than in the past. One hour - one topic - one thing to practice - two weeks to practice it.

Simple. Effective. It works. So the formula is LESS, LESS OFTEN = MORE, MORE QUICKLY.

Objective Management Group(OMG) is holding its annual, international Partner's Conference at the Sheraton Boston. The conference began on April 30 and ends today, May 2. The hotel is part of the Starwood Hotel chain and they are practicing a similar model. I've experienced it first hand with the food and internet access.

With the banquet food, it is clearly give them less (not enough to food in the buffet platters to feed everyone), less often (don't refill the platters in the buffet line and maybe the people in line will give up), more frequently (at every meal) and get more (profit that is). Same formula. LESS, LESS OFTEN = MORE, MORE OFTEN. But there is one exception. The people won't return!

As a guest in the hotel, we pay $9.95 per day for internet access in our room, which isn't very unusual. However, as a presenter at my own conference, rather than simply grant me access to the wirless internet as value added, they provided two options. $360 for single-user hard wired access, or $60 for single-user wireless acces. There's that formula again! LESS, LESS OFTEN = MORE, MORE OFTEN with the same result as with the food. People won't return!

Here's a twist on the formula. In this case, it's a hybrid. It's LESS, MORE OFTEN = MORE, MORE OFTEN.

The upcoming Sales World Sales & Marketing Success Conference" href="http://topsalesworld.com/salesConference/index.php" target="_blank">Top Sales World Sales & Marketing Success Conferencesupports this model. 5 Days - 5 Presentations Per Day. Each presentation is a single topic. Each presentation is just 30 minutes. Each presentation is just $5.00 and supports the Japanese relief effort.

I'll be kicking off day 3. Following are the scheduled presentations for Wednesday, May 12. All times are ET. Register for some, register for all.

Shaping Your Environment - The Key to Sales Coaching Success

Presented at: 12:00 - 12:30 EASTERN

by Dave Kurlan

CEO of OMG, and CEO of Kurlan & Associates, Inc

http://topsalesworld.com/salesConference/sessionDetails.php?c_session_id=23



Presentation Success; how to build and deliver presentations that get heard and get results

Presented at: 12:45 - 1:15 EASTERN

by Debbie Fay

CEO of Bespeak

http://topsalesworld.com/salesConference/sessionDetails.php?c_session_id=15

Unleash The Focus Factor: The #1 Factor for Personal and Professional Success

Presented at: 1:30 - 2:00 EASTERN

by Steven Rosen

http://topsalesworld.com/salesConference/sessionDetails.php?c_session_id=16

7 Habits of Highly Effective (Social) Salespeople

Presented at: 2:15 - 2:45 EASTERN

by Craig Rosenberg

Leader, Focus Expert Network at Focus

http://topsalesworld.com/salesConference/sessionDetails.php?c_session_id=18

Why Most Messages Fail (And What You Can Do To Succeed)

Presented at: 3:00 - 3:30 EASTERN

by Tom Hakel

CEO of GoldMail

http://topsalesworld.com/salesConference/sessionDetails.php?c_session_id=19

Successfully Unlocking the Social Network to Close Deals

Presented at: 3:45 - 4:15 EASTERN

by John Golab

Head of Enterprise Business at Xobni

http://topsalesworld.com/salesConference/sessionDetails.php?c_session_id=20

Success is A Continuum

Presented at: 4:30 - 5:00 EASTERN

by Jonathan London

President of the Improved Performance Group

http://topsalesworld.com/salesConference/sessionDetails.php?c_session_id=5

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Article Tags: sales, sales training, training



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