Sales Training Programs | Sales Courses

Sales Coaching Pays Off

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Sales Team Coaching Pays Off

 

Several studies confirm that sales training classes not accompanied by ongoing sales coaching fail to produce lasting results or changes in sales behaviors.  Why?

  1. When salespeople tried a new technique, they often felt awkward.  And the technique may not have worked for them the first or second try.  Consequently, salespeople often “scrapped” the new, unsuccessful sales technique and reverted back to their old methods.
  2. People lose 87% of what they learn just 30 days after training.  Yes, that’s right!  Retention is less than 15% just one month later.

Indeed, if acquiring and applying new sales skills were easy, most salespeople would achieve six figure incomes shortly after sales training, without needing much sales coaching.  The reality, however, is that sales skills must be practiced and applied continually.

 

oacChing the Coach

Learning sales techniques is like learning a new sport.  Practice and sales coaching lead to long-term results.  A daily commitment to learning, continuous improvement, practice and measuring results are key to success.

Many sales managers have never taken a formal, sales coaching or sales manager training class.  Our Sales Manager Training program has evolved over a 20-year period and has helped over 200 firms significantly boost sales results.  If you’re looking for ways to get long-term performance improvements, this sales manager training course, or any reputable sales coaching system, may be just what you need

 

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Dumb Questions

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Dumb Sales Questions Photo

 

In sales situations there are questions that, although we hesitate to call them “dumb,” are inappropriate or even detrimental to sales results.  For example, asking an executive-level prospect a question such as “what does your company do?” or “what are your company’s main products?” shows the decision maker that the salesperson hasn’t done his or her homework.  Moreover, if the prospect does choose to answer these questions, the few precious minutes a salesperson has to initially “hook” the decision maker and gain commitments are often wasted.  In short, a common reason for lackluster sales and prospecting success is the use of poor sales questions.

 

Successful sales questioning techniques help generate immediate interest, reflect an understanding of the prospect’s business and differentiate salespeople from their competitors.  So, if you or your sales team don’t have consistently high sales and prospecting success rates, it may be wise to inspect the types of questions being asked.

 

All Rights Reserved.  The Sales Alliance Inc.  San Diego, California.

 

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Sales Training Programs | Sales Courses