Does Your Sales Training Program Address Your Sales Performance Issues? Part 1
Sales training programs encompass a variety of necessary components; things like company policies, sales paperwork, CRM/sales force automation orientation, sales processes, company services, sales skill training and product features and benefits.
But when I ask Sales executives and Sales trainers how their current sales training program is aligned with their sales performance issues I get the look of No speak English.
Lets first categorize Sales performance issues. There are (4) distinct sales performance silos that will effect the overall outcome of any sales team, year in and year out. They are:
% of Sales reps to Quota
Average New-hire Ramp-to-Quota in months
Sales Employee Turnover rate
Time spent versus Result achieved
This is a good place to start in determining what sales skill training to implement to achieve a measurable return on investment. But heres what will set you apart when you walk the request up to the front office. Start out with the NUMBERS.
Thats right. Take a diagnostic view of your current sales performance...