Why Your Sales Training Doesn’t Work
The sales training industry is a $70 billion industry!
Yes, you read that correctly—$70 with a B. Unfortunately, a shockingly small amount of that $70B drives real changes and improvements with your team.
Consider the following before dropping your firm’s hard-earned money on your next training:
Your sales managers are the key. The #1 reason we see sales training fail is that there is no feedback or follow-up once the training ends. Your sales managers are key for reinforcing the concepts and are in the best position to provide timely feedback to your sales team. Without their complete support and buy-in, you’re doomed to fail.
Think smaller to train better. The most effective training is what we refer to as “micro” training sessions. Most sales training is too broad for your sales team to absorb. Focus on the areas that are most important and schedule 2-4-hour sessions. Your team struggling to schedule meetings? Focus on cold calling, overcoming early-stage objections, and reviewing their scripts. Your team struggling with negotiating agreements? Then focus on closing and negotiating techniques. Allow time for your team to implement the new concepts and schedule an hour follow-up session in a few weeks.
One size doesn’t fit all. The large sales training agencies provide a slick package. It is important to remember that they have created a program that they are hoping they can scale to grab a piece of the $70B pie, and may not have your firm or your teams’ best interests in mind.
Ready to try something different?
Give the team at XSELL Sales and Business Consultants a call.
We work directly with you to uncover the biggest issues that are holding your team back
We produce custom, simple, and effective training material that your team owns and administers
Save money and see actual results!
