Issue 2
Lack of Essential Skills, which Leads to Below Average Performance and Consequently Below Average Sales Results
During the 1970s and 1980s, it was common for large corporations such as Hewlett Packard and IBM to put their new sales recruits through a twelve- to eighteen-month training program. Today,
salespeople consider themselves ‘lucky’ if they get an initial two weeks of training.
Have companies discovered that training doesn’t really pay off? On the contrary! Training appears to be even more important today than years ago, and it is getting more
important all the time.
THE WAR FOR TALENT
"The greatest differentiator among sales organizations of the future will be the ability to build world-class capability and skills. The war for talent exists within all levels of an organization. Great people will
only work for organizations where they see other great people and a significant investment in skills development," says Pavita Walker, Director, Organization and Leadership Development at Barclays Group.
Adds Giles Watkins, Global Competence and Learning Manager at Shell Lubricants, "Skills development is critical. Once a salesperson is really fluent with what they do, they become much more responsive
to each customer’s requirements."
LESS TRAINING WITH HIGHER EXPECTATIONS
So, what’s going on here? How should Sales Directors reconcile the fact that many corporations today provide ...read more >
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