The Importance of Sales Training


When I started in a rented my training involved after receiving a phone book & told to call. I remember calling the copier seller and he asked if we paid points. I put him on hold, turned to the guy next to me and said: “What is the point?” It was a brutal start and my lack of quick results proved it.

the past two years, many companies have stopped offering sales training. When budgets are cut, it is usually the first thing to go. This is wrong because training helps reps see missed opportunities, explore the variety of choices, and make wise decisions as close more deals. Beginning and experienced reps as get tools to sharpen and refine their skills. Training is also a pattern in the sales process that are both successful and unsuccessful. The following are five reasons why sales training is essential for your business

focus on the Wrong Thing. Most leasing experts never aspired to be sales reps, they had to work and fell in sales. They get the first sales training, which is mainly to gain product knowledge, they were released into the wild. Skills they developed the way they are by trial and error. Trial and error is a good thing, but to really succeed, skills need to be taught, refined, practiced and reinforced.

It is a sad state for reps who never trained. They make mistakes over and over again and no one suggests that they are taking the wrong action. It’s like Ex-Congressman Anthony Weiner, he was trying to make a “sale” by sending photos of his private parts to women. Guess what? See that is not going to close the deal with most women. They do not want to see the private parts. Men, take it from me, when women see a man in the minds eye, they are not visualizing it! Untrained sales people are in the same way. They talk about things that are near and dear to them, what they want about leasing, without determining what is desirable prospect. And what about all the media attention that Weiner gets involved? Is this a pressing issue for our country?

As I write this, the main budget negations going on Capitol Hill and the media hardly talk about it. It is as a sales manager focusing on trivial gossip instead of core issues. The key is to find what is most important to customers and ingrain this skill in your sales force.

need to invest in learning and practicing the fundamentals. Tenants today are more complex than ever. There are multitudes of sales reps and fewer renters. Sales is a complex task that requires practice. Athletes spend time every day to practice the timing and implementation of basic skills with the help of professional coaches. Salespeople are no different, to be at the top of their game, they also need to practice the fundamentals of their profession under the guidance of professional instructors.

Some sales managers confuse product training, sales training. Professional baseball players not to waste their time to learn every detail of their bats and gloves; Instead, they practice using the bats and gloves to hit and hit the ball. Likewise, the understanding of leasing is important to determine what motivates customers fill out an application and how to successfully solve customer needs, is essential to success.

Sales training is not about tricks, slick technology closure or complex models are quickly forgotten a few days after. Effective sales training consists of developing methods and techniques that build listening, and show how to navigate the sales process. Even experienced sales people will be constantly practicing fundamental selling and periodic training of professional sales trainers to constantly develop and update them.

Training vs manager. Leasing Industry Expert, Shawn Passman from Passmar Consulting notes that sales mangers often confuse training and control. “You manage a project, you coach development. Continuous sales training is important to get the most out of the sales team. With sales training with benefits increased profits, repeat renters and higher profitability.”

Most times, salespeople fail when they have less than outstanding talent prospecting and do not spend enough time to improve their performance. If you are a broker who works one you can buy a large selection of sales and training books available. Providing detectable value to your customers and they will be less likely perceive you as a salesperson, and likely as a valued resource.

end prospects buy from people, remember it’s all about relationships and relationship training improves skills. Training teaches reps how to get the best prospects, how to effectively sell their services, and how to practice good stress management techniques. It focuses on development and what is truly the sales reps mind. Most reps do not spend time thinking, “How can I end the Better,” but think, “How can I make sure I’m not missing out on an opportunity?”

Experienced Reps. Because of today’s economy, many Sales Manager think that their only option is to cut back on training and instead seeks to recruit sales professionals who, in theory, however, already have the necessary skills needed to do the job. However, most of the same Sales Manager’s are discovering how difficult it is to find qualified salespeople, who have all the necessary skills and personal characteristics. Also, it can not be equated experience or longevity successfully. Any organization that hires only experienced salespeople and fails to provide the appropriate sales training is set up for disaster. The fact is that selling in the climate today is both art and science. Sales is a profession that requires a much wider range of skills than before, skills that need to constantly refine and stable job.

Consistency is the key. Continued consolidation and development is essential to success. The operative word here is “ongoing”. Even if salespeople have undergone progressive sales training, there is no guarantee that they will succeed. It is common knowledge that skills grow rusty over time and salespeople are prone to pick up bad habits along the way or simply skip steps and take shortcuts that can lead to long term problems. Even more important is the fact that markets, competition, technology and customer preferences are stable and growing position changes. This fact requires that sales people are able and willing to review their sales approach often and get regular skills and motivational training. Sales training generates goodwill and concrete skills that pave the way of excellence for reps to follow.


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