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Top Tips:
Companies recognize the need for good sales training to help their representatives improve. Learn how your company can maximize your training by following these useful tips. Read more
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Training for Success
North American companies can learn a lot from their Asian counterparts. According to an April 2009 Wall Street Journal article, the top 25 Asian employers are riding out the recession by investing in training to prepare their employees during this down time to improve their skills. Once the economy is back on track, these employees will be able to apply their newly learned skills to help them perform better in their jobs.
According to the surveyed companies in this article, on average 8% more of their budgets for 2009 will be allocated to skills and development training for their employees than the previous year. This investment makes sense when you consider that the companies who often survive are the ones that invest in their people.
Taking this one step further, companies
should understand the critical need for consistent
sales and service to grow and sustain their businesses. Perhaps now is a
good time to invest the time, money and effort into the proper sales and service training for your employees who are on the
frontlines that make the difference between getting and retaining customers or
losing them to your competitors.
Companies often mistake product/service training
for sales training. They are in fact two different things. Just
because your representatives are getting product/service training does not make
them good salespeople.
How many times have your representatives lost orders to
your competitors as a result of data dumping? It is simply not enough to
regurgitate the basic features and benefits of a product/service but to have
the proper sales skills training that is crucial to uncovering
prospects' needs and to sell to those needs.
Do you ever wonder how some representatives who have less industry knowledge end up outselling your industry veterans? Whether your representatives have two, five or ten years of industry experience, it will unlikely help them sell more if they don't receive the proper sales skills training. If you want to motivate your representatives to sell more and help them along in their professional development, then take the time to invest in the proper training because sales success itself is a great motivator that won't cost you anything extra.
