Why Sales Training Fails

| Total Words: 438

If youve ever wondered why your sales teams struggle to consistently achieve sales targets despite investment in sales training, development and management, youre not alone.

Despite their best efforts most organisations are failing to achieve their full potential from sales training due to four main reasons;

1. Most sales training has at best a short-term effect on performance because of a failure to consistently implement, apply and reinforce what is learnt.

2. Sales managers (often top sales achievers themselves) lack a proven methodology to be truly effective at getting top performance from their sales team.

3. Salespeople often find it difficult to maintain the correct balance between prospecting, presenting, negotiating, closing and client nurturing which can lead to sales feast and famine and lost opportunities.

4. Sales leaders and managers find it hard to run sales meetings and sales training sessions that are relevant, motivational, and impactful for both highly experienced and inexperienced salespeople at the same time.

So how do sales leaders address these critical issues of skill and knowledge if ‘traditional’...

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