The goal of sales training activities to measurable results. Unfortunately, many people fail to do just that. Sales managers and trainers spend time and effort to do sales training but do not get the desired results. We will explore the twelve most common reasons why sales training fails and what to do to avoid them. The twelvw Resort
1. No support. Training is not associated with the top management tasks, goals and priorities.
2. No need. Salespeople do not see a reason to change or do not feel the need for training.
3. No Importance. Salespeople like the ideas or materials should not be a situation or territory.
4. Interference. Salespeople are so busy with events outside of training (ie budget, handling customer complaints, etc.) that they can not focus on the training itself.
5. Poor planning. Training is planned and time and resources are poorly used ..
6. No participation. Training is based on lectures and other passive learning methodology.
7. No trust. Salespeople are not enough confidence in training to try a new approach in practice.
8. No model. Managers do not provide a positive model for the skills and concepts introduced. The message is, “do as I say, not as I do.”
9. No salary. Salespeople do not get any positive reinforcement or payoff for trying new methods.
10.No training. Salespeople do not receive training on how to handle certain on-the-job situations.
11.No response. Salespeople do not get feedback about how their actions affect the result.
12.Task interference. Salespeople encounter obstacles, including lack of time, environment, resources, policies and lack of authority as they try to use new skills.
Keep these twelve reasons in mind as you prepare for the training event. You can avoid most, if not all, with proper planning, preparation, and follow through. To ensure that you get the most of every sales training activities we recommend that you follow the Seven-Step Training model described below.
SEVEN-STEP training model
1. Explain. Tell salespeople what you will present, how to do it and why.
2. Ask. Have them describe their understanding of what you presented. Remember, if they can not tell you, they do not know.
3. Show. Providing a “model” shows the proper technique.
4. Observe. Allow them to try the same behavior (either simulated or real situations.
5. Comments. Give them meaningful feedback to reinforce the positive and identify areas they need further improvement.
6. Plan . Engage them in the process that describes the specifics of how and when they want to practice and apply new behavior.
7. Follow. Always review the results of development activities.
If you are committed to success with sales training, you must commit yourself to the continued development of salespeople. If you do not you will most likely fall prey to one or more of the reasons why sales training fails. Use Seven Steps Training Model and adjust your efforts based on results of each activity
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