The key to a successful sales process is to have a better system than the one your prospect has been using for years. Don't disadvantage your team by using outdated training tactics allowing them to fall victim to unpaid consulting. Check out these common mistakes that could be costing your company thousands of dollars in unnecessary costs.
1. Making Training an “Event” vs. A “Process”.
What happens if you stop going to the gym? Sales training is more effective when it is an ongoing process that helps reinforce the material. Don't limit yourself to what you can remember from a one-time event.
2. Assuming Everyone Learns at the Same Pace.
What methods do you have for people to “hear” or experience something a 2nd or 3rd time? If you want the training to "stick," you have to reinforce the material.
3. Believing Everyone Needs the Same Material.
Do you have a system in place that meets the needs of different people? Some people are great at prospecting, but terrible at closing, and vice versa. A one-size-fits-all approach does not work for everyone.
4. Not Everyone Starts at the Same Time.
If you hire new people, do you have an onboarding system in place? Give your team members equal opportunity with an ongoing training program that can be introduced at any point in time.
5. Buying “Training” vs. Buying a “System”.
Do you expect short-term training to have long-term results? Increased sales is a result of a company having a sound system for selling, people getting trained, and following that system. Don’t confuse a seminar with a sales system.
6. Location: Same Place at the Same Time?
Does your team have to travel for training? Workshops and seminars take a lot of investment- time, financial, logistics, and so forth. Virtual training is gaining popularity for its convenience and versatility. Look for a resource that can support your team if they are spread across the country.
Acquiring new information won’t improve sales performance, but applying it will. Selling is all about behavior, and changing behavior is difficult. It takes time and a lot of practice to master new techniques. Do you need a new approach to sales training?
If you can relate, maybe we should have a conversation.
Sandler has weekly sales training sessions, virtual livecasts, and online resources that allow our clients to access and reinforce training content anytime, anywhere.
Call us at 770-475-2799 to talk to one of our coaches about your sales training options.
Download our free report, 5 Ways to Improve Revenue with Sandler's Coaching Model to learn more about the Sandler approach to sales training.
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