IT Solutions Providers: It's Training Time Again

By Gil Cargill, Sales Acceleration Coach

Historically, many companies embrace sales training strategies during the first quarter of most years. This is a great way to kick off the New Year, re-motivate the team, as well as put in place some sound principles to help the team sell more by selling more effectively. Following, find a checklist for you to use as you put your training program together.

• Don’t Just Train Skills. One of the big failings in most sales training programs is the trainer focuses exclusively on sales skills. Research has shown that all humans have a certain plateau, above which skills will not produce a measurable nor a significant improvement. In other words, once you hit your plateau, getting very much better, very rapidly, is very difficult. Your training program must include a focus on the sales process. Understanding the relationship between activities and results is the “secret sauce” of world-class sales training.

Sign in to read more.