Does sales training really work?
- How do you know if sales training will work?
- Why do companies invest so much money in something that can be so difficult to measure?
- What proof really exists that it will work?
The above 3 questions are not easy to answer. I often say to my clients if you were a racehorse trainer and had 10 horses to train how would you decide to invest your time and money? Would you allocate 10% of your time to each horse or would it be better to allocate the majority of your time to the top 2 or 3? Maybe get rid of the non-performers or send them off to the fairground to give pony rides to little children.
What to consider when developing sales people
- Positive Attitude
- History of embracing new ideas
- Willingness to learn
- Can handle rejection
- Strong desire to succeed for a variety of reasons (cash flow / debt / status / ego)
- Proof that they are adopting the changes you are working on
- Results – How long do you give them before you let them go?
What do you think about sales training? Do you think it can make a difference?