Effectual Sales Training - 7 Action Steps To Improve Your Competitive Edge
Jobs still being cut, worldwide competition knocking on the door and companies seeking to run lean and mean, many companies are wanting their sales teams to "win one for the Kipper." Yet still, considering the just mentioned figures, it appears that "Houston we have a problem" when it comes to developing high performance sales people and sales teams.
In accordance with Training Industry, 2009 will experience a decrease in the $100 billion training market except in sales where expenses will increase by 8% on the whole. Within sales administration and sales coaching, these two sections may see a potential increase of almost 28%. Sales Coaching Advice: Stop using an elephant gun to kill a fly. Put in the time to determine the real problem rather than trying to resolve a symptom disguised as a problem.
So what is a poor business executive or owner required to do? That is a good question and by the end of this article, you will have seven (7) powerful action measures to start to immediately implement.
Strategic Plan - The First Action Step
Return to your strategic business action plan and also your supporting plans of marketing, sales, consumers and management and leadership. Before taking any action to put into action any Sales Training, you ought to ascertain exactly what you want that training to deliver.
For example, study by Gardner suggests that 92% of all consumer interactions happen through the telephone. Should you be losing customers or your goal is to build customer loyalty, then maybe you must take a look at common telephone courtesy and also basic communication skills instead of working on more specific sales skills like negotiating or fact finding.
Outline Desired Results - The Second Action Step
In the 1960's a graduate student by the name of Donald Kirkpatrick developed the 4 Levels of Evaluation. What he uncovered is that most training (learning) takes place within Level I (Emotional - Did I) and Level II (Cognitive). But also for learning to have any impact to the individual and the organization, the training needed to reach Level III (Application) and Level IV (Impact).
When you begin with the desired outcomes, you are looking at the Level IV - Impact of the Training on the company. For example, if you wish to boost sales and understand that 80% of your sales force delivers less than 20% of your sales results, you can quickly weed out of the non-performers without needing to invest any new dollars in Sales Training.
Now if you want to improve your sales results by having them work with present clients, you could predetermine those estimated benchmarks and then construct what is a reasonable investment for Sales Training.
Discover Certain Misconceptions About Sales Training
Sales training needs to help and it needs to provide that help now rather than later. Possible negative consequences of postponement range from reduced revenue to lost accounts to the departure of top performers.
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