10 Truths About Sales Training

Sales Leaders, this one is for you!  I’ve had the privilege to be in the sales trenches, as well as facilitate sales training seminars, to hundreds of thousands of Sales Professionals in various industries throughout North America and beyond for over 35 years.  Whether training a top notch, large group of sales executives or a small wholesale or distributor sales group, there are similar truisms that occur with all salespeople, regardless of industry or profession.  Here is #1 of my “TOP 10” TRUTHS about sales training that should be a good reminder and reinforcement for all of you as you plan your training initiatives.  I will follow with a new TRUTH each week.

TRUTH #1 – Today training becomes the vehicle to communicate sales strategies and initiatives!

All too often, sales training is provided without a common focus or goal.  Communicate your strategic initiatives through a training forum for better acceptance and successful implementation.  Let your sales team know exactly what is expected and the outcome to achieve.  When you communicate this to your sales team, everyone is in alignment with your sales objectives so the progress can be tracked accordingly.  Structure must follow strategy, so use the training format and disciplines to help explain the “why’s” and your sales goals will be better accepted and executed by the sales team.