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Submitted 2012-02-01 08:22:58
1. Most businesses treat sales training for a group exercise: bring everybody in from your field for several days, talk at them or pull in an out of doors old-school expert to offer some messages, then send rid of it out over sell. Problems: all telemarketers are different amount of experience, knowledge and expertise. Using the same training within the entire group inevitably leaves described far behind while others bored to death. Plus, everybody is out of your field for just two or 72 hours, which results in momentum loss and tons in lost sales.
2. There???s no individual follow-up from your training staff to discover how effective the sales training was they can administered while in the 2 or 3 day group session. No post-meeting evaluations were collected to discover how good working out actually trained the sales guys. This actually also means there???s no accountability on the part of the sales teams to ensure their process using the new techniques that they were presented.
3. The sales people are generally street-smarter even more experienced when compared to the outside trainer the company earned. The sales reps realise that they ought to just endure 2 times meetings, then they can return to doing what they???ve always done. They???re polite and nod their heads and don't feel compelled to dab from any of the training???s lessons where the company spent tons.
4. The company doesn???t spend a while - or have the option - to recognize you training needs of the sales reps. Therefore, men and women who do need training in specific areas may not care either get what they already want from the mass education sessions administered every year.
Expecting a sales professional to discover everything they need to understand about the company, its products and successful sales techniques in 2 to 3 days is preposterous. Imagine that: no person earns a faculty degree in two or 72 hrs, how could someone aspire to learn all they want to know about products, services, company philosophy and purchasers processes as same amount of time?
The answer to these age-old sales training woes is twofold: (1) complete a comprehensive training course that could be tailored to every individual???s level of experience and wishes. It will be best will incorporate some in-person formal classroom training and reinforcing training conducted through the well-designed instructional portal over a year???s time. (2) Equip each sales team which includes a SmartPhone and then a laptop to remain in full connection with their prospects and facilitate on-going training while they???re productively working their territory.
The company can always spend thousands outfitting the sales reps while using right tools but after 12 months, the sales training process will likely have been significantly more effective and also the sellers will present learned find out how to sell something.
About Mike Krause and Sales Sense Solutions, Inc. As a recognized sales training expert and thought leader, Mike Krause inspires business leaders and sales professionals of all generations ??? from the most experienced to the newest rookie on the team ??? to maximize their personal and professional potential. Mike shares his proven strategies for sales success in his book, Sell or Sink: Strategies, Tactics and Tools Every Business Leader Must Know to Stay Afloat! Learn more at http://www.SalesSense.tv and http://www.SalesSenseSolutions.com
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By: Heaps Verdugo
Mike Krause, Chief Sales Architect of Sales Sense Solutions, Inc., concurs with Mr. Stein???s statement and adds that ???one for the largest pain points for companies, could be the sales training.??? Companies have spent millions wishing to train their sales force therefore it never works as planned. Why?
- Most businesses treat sales training for a group exercise: bring everybody in from your field for several days, talk at them or pull in an out of doors old-school expert to offer some messages, then send rid of it out over sell. Problems: all telemarketers are different amount of experience, knowledge and expertise. Using the same training within the entire group inevitably leaves described far behind while others bored to death. Plus, everybody is out of your field for just two or 72 hours, which results in momentum loss and tons in lost sales.
- There???s no individual follow-up from your training staff to discover how effective the sales training was they can administered while in the 2 or 3 day group session. No post-meeting evaluations were collected to discover how good working out actually trained the sales guys. This actually also means there???s no accountability on the part of the sales teams to ensure their process using the new techniques that they were presented.
- The sales people are generally street-smarter even more experienced when compared to the outside trainer the company earned. The sales reps realise that they ought to just endure 2 times meetings, then they can return to doing what they???ve always done. They???re polite and nod their heads and don't feel compelled to dab from any of the training???s lessons where the company spent tons.
- The company doesn???t spend a while - or have the option - to recognize you training needs of the sales reps. Therefore, men and women who do need training in specific areas may not care either get what they already want from the mass education sessions administered every year.
Expecting a sales professional to discover everything they need to understand about the company, its products and successful sales techniques in 2 to 3 days is preposterous. Imagine that: no person earns a faculty degree in two or 72 hrs, how could someone aspire to learn all they want to know about products, services, company philosophy and purchasers processes as same amount of time?
The answer to these age-old sales training woes is twofold: (1) complete a comprehensive training course that could be tailored to every individual???s level of experience and wishes. It will be best will incorporate some in-person formal classroom training and reinforcing training conducted through the well-designed instructional portal over a year???s time. (2) Equip each sales team which includes a SmartPhone and then a laptop to remain in full connection with their prospects and facilitate on-going training while they???re productively working their territory. The company can always spend thousands outfitting the sales reps while using right tools but after 12 months, the sales training process will likely have been significantly more effective and also the sellers will present learned find out how to sell something.
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About Mike Krause and Sales Sense Solutions, Inc.
As a recognized sales training expert and thought leader, Mike Krause inspires business leaders and sales professionals of all generations ??? from the most experienced to the newest rookie on the team ??? to maximize their personal and professional potential. Mike shares his proven strategies for sales success in his book, Sell or Sink: Strategies, Tactics and Tools Every Business Leader Must Know to Stay Afloat! Learn more at http://www.SalesSense.tv and http://www.SalesSenseSolutions.com
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