Issue 2
Lack of Essential Skills, which Leads to Below Average Performance and Consequently Below Average Sales Results
...continued/
LACK OF ONGOING REINFORCEMENT AND DEVELOPMENT
The operative word here is "continual." Even if salespeople have undergone initial sales training, there’s no guarantee that they will be successful. It is common knowledge that skills grow rusty over
time, and salespeople are prone to pick up bad habits along the way or to simply skip steps and take shortcuts that can lead to long-term trouble.
Perhaps even more important these days is the fact that markets, competition, technologies, and customer
preferences are all in a constant and accelerating state of change over time. This fact requires that salespeople are able and willing to rethink their sales strategy and approach frequently.
The lengthy initial training for new hires that once was the norm was well suited to a world in which the market and sales cycle were both reasonably stable. In today’s more dynamic business
environment, development and training are more important than ever before but must be delivered in smaller and more frequent chunks, with less disruption to the daily flow of salespeople’s work and tied more closely to subtle shifts in the marketplace.
Unfortunately, selling is viewed as non-academic, functional, and not sophisticated. No M.B.A. required! In reality, selling is the key to real marketplace knowledge and brand success. For Sales
Directors, the challenge is how to design and deliver skills development programs that produce the desired results in today’s competitive markets.
SOLUTIONS
Research by the American Society for Training & Development (ASTD) has shown that organizations that are able to offer their salespeople opportunities for ongoing development are ten times more likely
to create more peak-performing salespeople than those that don’t. ...read more >
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