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Effective Sales Training Begins By Defining Your Desired Results

Are you unhappy with your sales training?Possibly, you are not getting the results that you want because you failed to define those before you began? Read why this should be your first step if you desire effective sales training that delivers a positive return on investment (ROI).
Simply speaking, what are the results that you want the sales training to deliver?These results need to be very specific.
For example, maybe you want the sales training to improve sales.
Before you schedule any sales training, you need to make sure that the issue is really poor selling skills.
Many times in attempting to improve organizational performance, symptoms are sometimes confused with problems.
Then the initial gut reaction is to solve the symptom while ignoring the real problem.
For example, sales are down in the new car dealership.
Management believes the issue is poor sales skills, which might be part of the problem.
However, management does not have a strategic plan along with performance issues specific to the finance manager and service manager are contributing to the lack of sales.
Yet, these two problems are not addressed.
Other times with entrepreneurs, who have a small sales staff, I have witnessed this scenario.
The entrepreneur wants to increase sales.
He or she believes the answer is more sales training, but the entrepreneur will not release control of activities directly related to sales.
He or she must process all orders to finalize all quotations.
Orders are processed late and quotations have the wrong information.
Then when the order arrives and it is wrong, he or she blames the salesperson.
When the results are clearly defined, then the sales training can target the necessary gaps to achieve those results provided those gaps are sales related.
However sale training cannot close performance gaps specifically not related to sales.
If you are considering sales training or currently have a sales training program, make sure that you focused on the correct action.
Failure to do so will only increase your own frustration and the frustration of other team members including your sales force.
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