Sales training the missing ingredient
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Transcript of Sales training the missing ingredient
SalesTraining
Title SlideWhy Your Last Sales Training Failed
WhyYourLast
SalesTraining
WasA
Wasteof
Money
AndWhatToDoDifferentNextTimeToChangeThat
Sources vary, but all suggest that
BILLIONS OF DOLLARS
Are spent on sales training every year
...yet studies show that up to
84% of what is learned in sales training
is forgotten within
90 days!
What’s missing?
Too many sales organizations operate like an
...which sometimes works, but isn’t very manageable
Each rep does things their own way...
But what does that have to do with sales training?
It’s hard to make sales training fit for everyone
if everyone is doing their own thing
If each rep has to choose what works for them
...on their own; in their own system; and unsupported
and the training itself is like a one-time event
...that is soon forgotten (84%)
So what should you do differently
to make your next sales team development effort
more likely to succeed?
(sorry, no more fun pictures...
...it’s time to focus and get serious now)
Get sales management involved...
...to identify what kind of training is needed
To make sales training stick and work, first you need to:
Then find a resource that matches the need
(like your reps do with prospects, right?)
Then - before the training itself:
Management needs to think about what will happen AFTER the training!
(i.e. what will managers do WITH the reps to help INCORPORATE the training into their regular work)
It’s a good theory, but...
Something’s missing?
(OK, maybe a few more pics)
Is your Front Line Sales Manager
spending time with reps helping
them to improve...
...or do they spend most of their time selling to their
own accounts and doing administrative work
THIS IS A WAKE UP CALL
If no-one is actively supporting your reps, how do you expect a one-time event sales training to change anything?
it won’t
and this is about more than just a training
if your managers aren't helping your reps get better as a regular part of their job, who is?
on the other hand...
if your managers ARE helping your reps get better as a regular part of their job...
...then the relationship capital and infrastructure will exist to leverage development resources
and this is about more than just a training
If you want your next training to succeed
DON’T
think of it as a one-time event...
...that is soon forgotten (84%)
DON’T think of your reps (only)as all-star like individual contributors
Build a coaching infrastructure based on support and accountability
...this is what your Front Line Sales Manager should be doing REGULARLY to help the whole team improve
And from their direct involvement:
▶ Pick the right kind of training
▶ Set it up with follow up in mind
▶ And actively incorporate the training into real new
business development work after the training is done
...when you recognize things from the training being used in the field...
...and things being done in the field working better
Just try not to act too surprised....
Which means more new business
And ultimately, that your sales training
was an investment that paid a real return
The Sales TeamSuccess Formula™
www.sales-team-success-formula.com
Brought to you by...
