Is Your Sales Training Missing These Ingredients?

Guest post by: Bob Urichuck
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Is 87% of Your Sales Training Investment Wasted? - By Bob Urichuck

The last time you went on sales training, were you engaged in the decision? How long was the sale training and/or was the sales training ongoing or was it just the flavor of the month?

When or what day(s) of the week was the sales training delivered - during pay time or no pay time?

Did the sales training take your personal sales needs and learning methods into consideration?

Were you able to apply the sales training methods in the real world? Were you encouraged to return for further sales training or to meet with your sales coach and discuss your experience?

Was the sales training based on sales management objectives?

Were those objectives measurable?

Was there a sales management training supporting the sales training?

Was the sales training or the sales management training customized in any way?

There are millions of sales training programs in the market today. Most are traditional sales training programs and can run from one to five days. However, do you really think they are effective?

When I was in sales I used to attend many one or two day traditional sales training programs. They never took my sales needs into consideration, let alone sales management's needs or objectives. They were not customized and were just "off the shelf" sales programs delivered during normal business hours. Do you think this form of sales training was effective?

Sales training like this may have been effective for the short term, allowing for some external motivation, but in reality it was a waste of money. Why? There are a number of reasons. Firstly, the behaviour of a sales professional cannot be changed overnight, or in one, two or three days. It has to be an ongoing process, with additional sales management training so that the sales manager demonstrates the appropriate behaviour - "monkey see, monkey do".

Sales training should also be customized to accommodate the participant's needs and learning styles; as well as the sales management's needs and objectives. The participant should also be the one engaged in the decision on sales training so that they look forward to participating. They take ownership of the sales training program and allow for customization of sales needs and objectives for the industry and market to which they are selling.

Finally, sales training should not be conducted during times when customers are available. We refer to this as pay time, when commissions can be earned based on revenue generated. There are also times during the week when customers are not available - no pay time. This is the preferred time to conduct sales training especially if you want the best R.O.T.I. - Return On Time Invested.

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Is 87% of Your Sales Training Investment Wasted? - By Bob Urichuck

About the Author: Bob Urichuck

RSS for Bob's articles - Visit Bob's website
To download your complimentary White Paper "The New Economy of Buyers, Why Traditional and Consultative Selling Methods No Longer Work", visit http://www.BobU.com
Bob Urichuck is an internationally renowned Velocity Selling Specialist.

For the last 15-years he has worked with fortune 500 companies and mid size businesses, To Inspire, Empower and Add Sales Velocity to Their Bottom Line.

Sales Velocity. Your Bottom Line. Our Passion

Bob Urichuck, is a Canadian and the author of two best-selling books, Disciplined for Life, You Are the Author of Your Future and Up Your Bottom Line, through the Velocity Selling System. He is also a contributor to the book Sales Gurus Speak Out.
Bob has been recognized as an International Sales Expert and ranked # 7 in they World's Top 30 Sales Gurus. Bob was named Consummate Speaker of the year (2000), and awarded Platinum Speaker Status by Meeting Professionals International (MPI). Bob is a Certified Master Trainer (CMT) and Certified Sales Professional (CSP), and he holds a diploma in Adult Learning from St. Francis Xavier University. Bob is the founding president of the Canadian Association of Professional Speakers (CAPS), Ottawa Chapter.

Using Singapore, Dubai and Ottawa as his ongoing hubs, Bob has spoken in over 1,000 cities in over 30 countries to audiences with as many as 10,000 participants in one event. Bob has also written articles and appeared in a variety of print media internationally and is regularly interviewed on national radio and TV programs in his home country and internationally.
His extensive travels have inspired him to work toward a better world on many levels. He is a certified social entrepreneur.
Bob is a catalyst for constant improvement and a cultivator of human potential. His purpose is to inspire, educate and empower people and organizations globally to significantly increase their performance capability while constantly improving the quality of their lives and the lives of others with whom they come in contact.

Click here to visit Bob's website.

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