Training A Salesperson?
Training A Salesperson?
Many companies and sales managers remain blissfully unaware of the primary reason to train employees. The most common answer is to help them sell more. A very good answer but not the best answer. The best sales training works because it helps salespeople become continuously successful.
Sales managers believe that training their team will help the individual develop. They often overlook two other entities that benefit from personnel development.
Customers — Informed, professional salespeople continuously prepare to meet the service and product needs of customers. Training salespeople gives customers the assurance that you value and respect their time. Knowledgeable, educated sales people add value. Customers trust and view them as business partners. Customers feel their needs come first when trained salespeople work with them.
Company — Retention and morale is higher in companies that invest in the development of all employees. Price seldom becomes an issue for the trained sales professional. Therefore profit margins improve and predictability of earnings leads to job stability.
The trained sales force produces more with confidence. In addition, they’re aware of trends in the market, technology, industry and environment. This knowledge enhances their ability to sell and the reputation of your company.
Training programs should address knowledge, competencies, ability, capability and skills.
The factors affecting the development of a sales team include:
External — market and industry trends, customers, economy, government regulation, society, competition, and personal bias.
Internal — company strategy, culture of the sales team, product lines and life cycle, customer service support, etc.
Ideal Prospects — how do we define, locate, understand and prioritize prospective business partners?
Next, how do we assess and address their needs? Many events and occurrences trigger the need for additional training.
Have customers in your market become more demanding?
Has your product or service become a commodity?
Has de-regulation impacted the sales environment?
Does your company offer new, broader or more complex products?
Does your team need new skills to address mergers and acquisitions?
Are customers more demanding?
Has your industry experienced high turnover?
Does the Internet play a larger role in your business?
Does your selling process need evaluation and re-engineering to serve the market?
Do star performers leave your company?
All of these reasons motivate progressive companies to implement training programs designed to ensure continuous success.
Companies that emphasize training and career development reflect positive corporate cultures. They understand that investing in training generates long-term revenue. Successful companies realize that training is not an easy fix. This does not inhibit them from training. They never wait for the “perfect” program.
Elite companies know that individual training (potentially more costly) provides a greater ROI (Return on Investment) than group training. Training as a group is more efficient, however.
The Internet, compact discs, and videos used in training programs are efficient due to ease of implementation. These training tools are not as effective as other training methods since we learn more by listening, doing, seeing and saying than by listening and reading alone. Sales training is highly effective when sales managers are active and play a significant role in the program.
Self-study and external seminars are the least effective form of training. Classroom study is slightly more beneficial. Nothing is more successful than participating, observing and applying the skills on the job and in the field.
Good training programs consist of three integral components:
Content - related to knowledge, skills, corporate culture and miscellaneous factors such as internal customers and other departments.
Methods — the best training programs utilize more than one methodology. Self-study, classroom exercises, external seminars and on the job training are beneficial elements of good programs. Mentoring is often over-looked. The salesperson shadows other professionals in roles related to theirs. Facility tours, days in the field with other sales representatives or spent in the office of customers can provide great training opportunities.
Participants — active participants. Sales managers, trainers, representatives, mentors and other department heads should participate. Attendance helps them understand the sales culture and challenges faced. They will also reinforce positive habits and behavior.
Training should be viewed as an investment in your team, company and customers. The ROI is immediate and positive.
What is worse than training a salesperson and having them leave?
Not training them and having them stay.
“I hear and I forget. I see and I remember. I do and I understand.”
Confucius
Training A Salesperson - To learn more about this author, visit Dan Schoepf's Website.
Like this article? Share it with your friends
What is worse than training a salesperson and having them leave?
Many companies and sales managers remain blissfully unaware of the primary reason to train employees. The most common answer is to help them sell more. A very good answer but not the best answer. The best sales training works because it helps salespeople become continuously successful.
Sales managers believe that training their team will help the individual develop. They often overlook two other entities that benefit from personnel development.
Customers — Informed, professional salespeople continuously prepare to meet the service and product needs of customers. Training salespeople gives customers the assurance that you value and respect their time. Knowledgeable, educated sales people add value. Customers trust and view them as business partners. Customers feel their needs come first when trained salespeople work with them.
Company — Retention and morale is higher in companies that invest in the development of all employees. Price seldom becomes an issue for the trained sales professional. Therefore profit margins improve and predictability of earnings leads to job stability.
The trained sales force produces more with confidence. In addition, they’re aware of trends in the market, technology, industry and environment. This knowledge enhances their ability to sell and the reputation of your company.
Training programs should address knowledge, competencies, ability, capability and skills.
The factors affecting the development of a sales team include:
External — market and industry trends, customers, economy, government regulation, society, competition, and personal bias.
Internal — company strategy, culture of the sales team, product lines and life cycle, customer service support, etc.
Ideal Prospects — how do we define, locate, understand and prioritize prospective business partners?
Next, how do we assess and address their needs? Many events and occurrences trigger the need for additional training.
Have customers in your market become more demanding?
Has your product or service become a commodity?
Has de-regulation impacted the sales environment?
Does your company offer new, broader or more complex products?
Does your team need new skills to address mergers and acquisitions?
Are customers more demanding?
Has your industry experienced high turnover?
Does the Internet play a larger role in your business?
Does your selling process need evaluation and re-engineering to serve the market?
Do star performers leave your company?
All of these reasons motivate progressive companies to implement training programs designed to ensure continuous success.
Companies that emphasize training and career development reflect positive corporate cultures. They understand that investing in training generates long-term revenue. Successful companies realize that training is not an easy fix. This does not inhibit them from training. They never wait for the “perfect” program.
Elite companies know that individual training (potentially more costly) provides a greater ROI (Return on Investment) than group training. Training as a group is more efficient, however.
The Internet, compact discs, and videos used in training programs are efficient due to ease of implementation. These training tools are not as effective as other training methods since we learn more by listening, doing, seeing and saying than by listening and reading alone. Sales training is highly effective when sales managers are active and play a significant role in the program.
Self-study and external seminars are the least effective form of training. Classroom study is slightly more beneficial. Nothing is more successful than participating, observing and applying the skills on the job and in the field.
Good training programs consist of three integral components:
Content - related to knowledge, skills, corporate culture and miscellaneous factors such as internal customers and other departments.
Methods — the best training programs utilize more than one methodology. Self-study, classroom exercises, external seminars and on the job training are beneficial elements of good programs. Mentoring is often over-looked. The salesperson shadows other professionals in roles related to theirs. Facility tours, days in the field with other sales representatives or spent in the office of customers can provide great training opportunities.
Participants — active participants. Sales managers, trainers, representatives, mentors and other department heads should participate. Attendance helps them understand the sales culture and challenges faced. They will also reinforce positive habits and behavior.
Training should be viewed as an investment in your team, company and customers. The ROI is immediate and positive.
What is worse than training a salesperson and having them leave?
Not training them and having them stay.
“I hear and I forget. I see and I remember. I do and I understand.”
Confucius
Training A Salesperson - To learn more about this author, visit Dan Schoepf's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
|||
George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
|||
Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
|||
David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
|||
John AlexanderJohn has taught keyword research and SEO skills to small groups of business owners and Webmasters from over 80 different countries world wide since 2002. John is also the Director of Search Engine Academy ; Co-director of Training at Search Engine Workshops offering live, SEO Workshops with his partner SEO educator Robin Nobles, author of the very first comprehensive online search engine marketing courses at SEO Training Online and the SEO Workshop Resource Center. I look forward to hearing from you! - Visit John Alexander's Website |
|||
Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
|||
Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
|||
|
To learn more about the Evan Elite Author Program please contact us. | |||
 | |
|  |
Subscribe to Dan's articles
 | |
|
|  |
 | |
|
| |
 | |||||||
|
 | ||
 |
||
|
||
|
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
|
 Maximize Trade Shows Networking To Get Results Increasing Coaching Effectiveness Fitness Sales Success Disciplines of Success |
|
 | ||
 |
Top 50 Social Media Blogs
Top 50 Social Media Blogs | |
 |
The Top 10 ProBlogger Posts
Best Posts for Bloggers | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
||||||||||||
|
Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
|
|
|
