Michael Krause : The B2B Sales Education Guru says Bring it, Don’t Wing it!
Mike Krause, Chief Sales Architect of Sales Sense Solutions, Inc., concurs with Mr. Stein’s statement and adds that “one belonging to the largest pain points for companies, could be sales training.” Companies have spent millions working to train their sales staff also it never works as planned. Why?
1. A lot of companies treat sales training as the group exercise: bring everybody in in the field for a couple days, talk their way or pull in an outside old-school expert to produce some messages, then send it away seem to sell. Problems: all sales guys are different numbers of experience, knowledge and expertise. Utilizing the same training on the entire group inevitably leaves several people far behind yet others bored. Plus, everybody is out of your field for just two or 3 days, causing momentum loss and hard earned cash in lost sales.
2. There’s no individual followup within the training staff to ascertain how effective the sales training was them to administered in your 2 or 3 day group session. No post-meeting evaluations were collected to discover how good pursue a career actually trained the sales teams. And also this means there’s no accountability on the part of the sellers for increasing their process utilizing the new techniques we were looking at presented.
3. The sales teams are often street-smarter plus more ! experienced versus the outside trainer the company earned. The sales reps be aware that they should just endure several days of meetings, chances are they can go back to doing what they’ve always done. They’re polite and nod their heads without having to feel compelled to utilize some of the training’s lessons that the company spent thousands.
4. The company doesn’t make the effort – or find a way – to find out the consumer training needs in the sales teams. Therefore, individuals that do need lessons in specific areas might not get what they really want through the mass education sessions administered every year.
Expecting a sales professional to sit and learn everything they should be know of the company, its products and successful sales approaches to 2 or 3 days is preposterous. Give it some thought: no individual earns a college degree by two or three days, how could any person hope to learn all they should be understand about products, services, company philosophy and purchasers processes as same amount of time?
The answer to these age-old sales training woes is twofold: (1) establish a comprehensive training program which can be tailored to every single individual’s experience level and wishes. Working out include some in-person formal classroom training and reinforcing training conducted through the well-designed instructional portal using a year’s time. (2) Equip each maid of honor having a SmartPhone in addition to a laptop in which to stay full get in touch with their prospects and facilitate on-going training while they’re productively working their territory.
The company may still spend thousands outfitting the sales reps along with the right tools but following the season, the sales training process can have been a lot more effective and then the sellers will probably have learned the right way to sell something.
About Mike Krause and Sales Sense Solutions, Inc.
As a recognized sales training expert and thought leader, Mike Krause inspires business leaders and sales professionals of all generations – from the most experienced to the newest rookie on the team – to maximize their personal and professional potential. Mike shares his proven strategies for sales success in his book, Sell or Sink: Strategies, Tactics and Tools Every Business Leader Must Know to Stay Afloat! Learn more at http://www.SalesSense.tv and http://www.SalesSenseSolutions.com
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