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So Why Is Sales Training So Important?

Every company deserves a highly performing sales team. A team that generates its own leads, cultivates


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relationships with prospects and provides solutions to its customers and clients.

Yet if you talk to most companies today, generating quality leads is time consuming and often inefficient. Building relationships with prospects is problematic and sales figures are plummeting due to lack of customer loyalty and competition..


What If Your Sales Team Had A Diary Full Of Appointments and Smashed Their Sales Targets Every Day Because You Invested In Sales Training?

If your team was effective in its appointment-making,


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was able to communicate dynamically with prospects and subsequently provide radical solutions to disillusioned buyers, what would your business look like then?

In the following article by, they reiterate the point that sales training is a necessary part of a salesperson’s journey. It is only on the implementation of an effective company sales training program that a salesperson will develop his selling skills and improve his sales performance.

You can read more of this article here..


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When a sales person stands in front of a potential customer, being prepared with product knowledge, pricing and a presentation can make all the difference in the world.
For this reason, the sales training process is an important aspect in the world of sales. The better trained an individual is, the better he should be able to perform in the field. Read more..

I have worked with many incredible salespeople. Were they inherently capable of selling well or did the training they received play a part in their story? I would argue the latter.

Is it all about training however? Why is that so many companies have invested in training and received such a meagre ROI if indeed any performance increase at all?

Have a look at the following article where you will learn the 7 reasons Sales Training normally fails.

What are the 7 Reasons Sales Training Fails?


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According to ES Research, between 85% and 90% of sales training has no lasting impact after 120 days. At the same time, companies are spending billions of dollars on sales training each year. That’s billions of dollars wasted on training that disappoints and only produces short-term boosts in sales…at best.
Training can be a disappointment right away when it just doesn’t go well, or it can be a disappointment months later when results don’t materialize. Regardless, sales training strikes out a lot. When it does, it’s usually because of common and predictable reasons. Read more..

So surely then, sales training in itself is not the answer to all a salesperson’s ills. The salesperson will still need to prospect, to build rapport with his prospects and find out whether he can be of help to them. In the following article by Craig M. Jamieson, you’ll learn who your salespeople should be concentrating their efforts on..

What are the four major sources of sales training?


Courtesy of Craig M. Jamieson
Managing Member at Adaptive Business Services

There are at least four major sources at your disposal where you can focus your b2b sales efforts to increase your revenues. They are …

  • Your existing customers
  • Other people who you already know but that you don’t presently do business with
  • People that others know but who you do not
  • Folks that you presently have absolutely no connection to..

Read more..

Sales professionals have always been extroverts, “life and soul of the party” characters that would sell more than other team members down to their own personal enthusiasm and tigerish attitude.

Yet sales has changed and sales training must change with it.

Read the following article by to find out why..

What is the importance of investing in a company sales training program?

While some people may possess an extroverted “sales personality” that makes them a natural fit for the career, effective selling is still a skill that must be


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developed. Sales training can help aspiring salespeople develop and practice the skills they need to succeed and increase their confidence level. Proper sales training is important for a number of reasons. Read more..

Let’s be honest, most salespeople are known for having the “gift of the gab.” Yet the true sales professional is a better listener than he is a talker.
Read the following article by Andrew Favad of elearning mind as he reminds us of the importance of educating and developing a sales team..
What are the current best methods of sales training?

When you think of a natural salesperson, you probably imagine a smooth talker quick to answer your


Andrew Fayad is the CEO and Managing Partner of eLearning Mind, where he oversees sales, marketing, and strategic growth opportunities.

questions before you even have them. And within a few minutes, you’re completely sold on a product you’ll never use.

But the very best salespeople aren’t always the slickest talkers — they’re actually the most effective listeners. Instead of ignoring the client and trying to stay one step ahead, an effective salesperson carefully listens to the client’s needs to really identify with them.

But like any skill, even naturally adept salespeople need to hone their skills through consistent sales training. Here are a few tips for educating and developing your sales force: Read more..

I’ve included the video below just because I love it. Have a watch. It’s great!

The “Top Secret” Sales Question – Sales Training & Coaching..

Sales people, I know that over the next twelve months you would love to have at least a ten percent increase in your sales revenue, and sales managers, I know you’d love to have the same for your sales people.

Today I’d like to share with you one extremely powerful communication tip that can help you get to that ten percent. It’s only four words: “Tell me about you.”
It’s not so much the statement itself the psychology behind it. In many cases, it’s how we phrase the language to a client that makes a difference. Many of you have been taught open-ended questions, close-ended questions, let’s ask a question that requires discussion, and all those things are good, but in the beginning of a sales cycle with a new client, somewhere in the first one-to-three minutes of time, you have to ask the secret question “Tell me about you.”


So do I believe that investing in Sales Training is right for your company and for your sales team? It depends. Sales Training that is interactive and allows an individual to participate and practice their sales process in a way that helps them is always invaluable.

I would argue that the issue is not one of whether Sales Training is important but the issue is who will be the right man/woman to deliver that training?

If you are looking for a Sales Trainer that will help your team generate leads, cultivate relationships and explode sales, look around the internet to find out how and in what formats they communicate.

Do they have Kindle books available? Do they have their own internet radio show? Do they have an online elearning course experience that your team can sample for free?

Lastly, I would suggest that any Sales Trainer worth his salt will work on a no win – no fee solution. Provide the result you need? Pay the person. If that Sales Trainer fails to deliver? Don’t!

Recommended Resource:

Millions of people around the world have improved their lives based on the teachings of Dale Carnegie. In How to Win Friends and Influence People, he offers why-is-sales-training-so-importantpractical advice and techniques, in his exuberant and conversational style, for how to get out of a mental rut and make life more rewarding.

His advice has stood the test of time and will teach you how to:
– make friends quickly and easily
– increase your popularity
– persuade people to follow your way of thinking
– enable you to win new clients and customers
– become a better speaker
– boost enthusiasm among your colleagues

This classic book will turn your relationships around and improve your interactions with everyone in your life.

Related links:

7 Ways To Make Your Monday Morning Sales Meetings Buzz

Why is it that many salespeople hate internal sales meetings?

You know, the ones where everyone sits round a desk and covers off the trivia and very quickly get bored with the whole process because the only result is that


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the manager gets to criticise and moan about the current sales figures again?

Here are seven ways that would make everyone feel it’s a worthwhile use of their time: Read more..

Practice the 7 Sales Training Tips of Sales Success

And the good news is this. The faster you move, the more energy you have, the more ground you cover, the more people you see. The more people you see, the more experience you get. The more experience you


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get, the more sales you make.

The faster you move, the more you take complete control of your entire life and virtually guarantee that you will be one of the top performers and the highest paid people in your field. Read more..