Why is Sales Training Important? This is a question that is ask by many owners, sales managers and sales reps. To be perfectly honest with you, sales training is often a waste of time unless it is done right. Role playing, in my opinion, is completely unproductive, because those situations rarely identifies the sales person’s reality and are more performance oriented than result oriented. Lectures where the reps just sit and listen are often a waste of time too, because, let’s face it, most reps would prefer to be reaching their sales goals, instead of listening to subjects that do not benefit them.
I would know….I have a strong Sales Management background. It might strike you as odd that I would say sales training is a waste of time since I am a sales trainer, so let me clarify. Sales Training is not only IMPORTANT, but IMPERATIVE, but MUST be done right.
Sales Training Focus
- Sales Performance Management Systems
- Manage Difficult Territories
- Identify the Best Prospects
- Develop Sales Strategies
- Understand Diversified Personalities
- Client Retention
- Customer Loyalty vs. Customer Service
In some businesses sales are the single most important part of the business, for without sales there is no business. So wouldn’t it make sense to have a well trained sales staff? Sales training is the best way to make sure your staff knows and understands all of the techniques and methods available to win that all important client and keep them.
So simply put:
Sales Training = Increased Sales Volume
Increased Sales Volume = Increased Bottom Line
Increased Bottom Line = Success
Training is an important investment and an integral part of successful business development. Increased sales is merely the end result of a successful sales strategy.
Did you know?
1. 48% of sales people never follow-up with a prospect (a.k.a. potential customer)
2. 20% of sales people make a second contact and then stop
3. 12% of sales people only make three contacts and then stop
4. 10% of sales people only make four contacts and then stop
5. 20% of your sales delivery = 80% of your sales results
6. 55% of sales people should be doing something else
7. Retaining customers is 7 to 10 times cheaper than acquiring new customers
8. Average company loses 10% to 30% of its customers each year due to poor sales relations
To learn more about how Matrix Leadership, LLC can transform your sales team into motivated, expert sales strategist, call 775.884.6161.
