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Why Sales Training…

Written By Shalini Merugu

Why Sales Training...

Every organization acknowledges the necessity of training its sales force and in fact, it is one of the most challenging areas of training. For the simple reason that the stakes are so high. After all, it’s the sales team that brings home the moolah.

A few good reasons for putting your money, effort, and energy into sales training:

Because it makes sound business sense

If you don’t train your sales force on various aspects of sales, you are going to be faced with dwindling productivity and reduced sales. This reason alone is good enough to get you cracking on a sales training strategy, but wait, there are more.

Because your organization needs to lead

To gain and continue to retain a competitive advantage in today’s fiercely competitive business landscape, you need to ensure that your organization, especially your sales people have the relevant skills to stay on the cutting edge.

Because it can provide powerful new strategies

Even seasoned sales people can gain from an inflow of new ideas and strategies through sales trainings. It is especially useful if you can have collaborative and participative sessions in which many heads come together. This not only can serve as a great idea camp but will also energize your team.

Because your sales teams need to keep up with changing products and services

Sales people need to know about what’s new with your product or services even before the rest of your organization does. Product trainings for sales people are one of the most common requests that most training departments face in any organization.

Because your sales success depends on it

Sales success comes by being well prepared and doing one’s homework thoroughly. This is why training is critical. Because your sales people are on the go most times, their training needs can end up being neglected in the light of their crazy schedules. But smart organizations make sure they provide timely trainings to their sales staff, because this training could be the difference between the success and failure of your business.

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  • If training is presented well – it is beneficial. One should never stop learning and usually there’s at least one thing that you might hear that you didn’t know or hadn’t tried, even in a training you think you’ve heard before. Or maybe, if there isn’t anything new for you, (usually your attitude of ‘I’ve heard it all – I don’t need to listen’), you can share what you know with others and improve your co-workers’ skills.
    This quote from the Automotive Management Institute:
    “Many business owners and managers often think when it comes to education and training, ‘I’m too busy to deal with it now’ and keep putting it off. In today’s business environment, those who say they can’t find the time have it all wrong. The fact is, they can’t afford not to, and they’re losing money every minute they wait to improve their skills.”
    Perhaps they should have added owners/managers may think they can’t afford (monetary) it at this time along with too busy.
    Training is to improve skills, not to just take up time, so one can say they held employee trainings. If the Sales Training is done correctly; the money, effort, and energy will come back in increased sales and revenues, more than compensating for the time it took your employees away from work and/or the cost of the trainer.
    If one can not stay attune with what is happening in their field PRESENTLY, then they will fall behind and perhaps never realize it was due to lack of training that their business suffered.
    Additionally, selling techniques used to customers of one generation, may not work with those in another age group – learning new techniques, current jargon, etc. can help one span generations of customers.