It is important for management to understand that the world revolves around sales. Sales is the bloodline that ensures the survival of every business in the world! Therefore, I ask you, “who cannot afford sales training these days?”
There are no sales, without buyers; there are no transactions, without sales; and there is no revenue, without transactions. It is imperative sales people take part in ongoing buyer focused sales training and learn how to attract, engage and empower buyers to buy.
Both small business owners and major corporations cannot survive without revenue, and consequently, without any sales revenue there won’t be any jobs. Hence the importance of buyer focused sales training.
Let’s face it; your success depends on sales. You may have to “sell” your honest and professional character often during your life time. How can you not afford sales training?
Most strategic planning emphasizes a target to increase sales and to up the bottom line. Sales skill sets acquired from ongoing sales training, must keep pace with the new economy of buyers in this global, high-tech society.
This is probably one reason why sales training is so prevalent on the internet, at public seminars, and through in-house customized programs.
Every business struggles to instil into the minds of their employees the beliefs, behaviours, competencies, and disciplines that will maximize their profits. However, the only way to increase your bottom line is through sales and that is best accomplished through buyer focused sales training.
Buyer focused sales training engages participants to realize the importance of buyers, and that without engaging buyers themselves, there is no sale. Sales people need to learn that buyers are more important than themselves, their product or service, features or benefits or the organization they represent.
The same holds true for sales management. They too need buyer focused engagement training, as their direct buyers are their sales people. As a sales manager are you demonstrating appropriate behavior and engaging your sales team? If not, don’t expect your sales people to be engaging buyers, as per the old saying - monkey see, monkey do!
There are a variety of sales training and sales management solutions in the market place intended to “train” people how to sell more effectively. Unfortunately, many of these sales training solutions on their own or in their current form do not provide long-term improvements or solid, beneficial solutions for the average salesperson. Many of these solutions may help some people some of the time and most have merit; but each solution can be improved upon in order to produce maximum results.
If you want to get the most out of your sales or sales management training,
you must define the following:
1. Objective - what are your sales, or sales management, training objectives?
2. Needs - what are your needs or the needs of others partaking in the training?
3. Budget - how much are you willing to invest in ongoing sales training? (Note the word ongoing)
4. Time - how much time are you willing to invest weekly, monthly or quarterly in ongoing sales training?
5. Results - What measurable results are you looking for from sales training? How will you measure and monitor the results?
Next you need to understand the advantages and disadvantages of each of the sales training options so as to determine which criteria would best meet your objectives, needs, budget, time, and desired results. After all, you are the buyer of sales training and it should be all about you.
There is no faster, easier, and less costly way to increase revenue than through buyer focused sales training.
I must ask again,” who cannot afford sales training?"
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