If your sales people are to advance in their fields of expertise, providing them with access to quality, consistent sales training is an indispensable part of the process. There are numerous functions a good sales professional needs to master. They must be able to define and target viable prospects. They must become proficient in identifying their market place. They need to master problem solving, think analytically, be open and genuine, and excel in meaningful communication. And, of course, they need to be able to pitch for business and close a sale.
You might have a strong team of good sales people to call upon. But good sales people will never become great sales people without sales training. Like a professional athlete, a sales person must thrive on learning and be given space and time to practise their job. Without this, they’ll stagnate, and you could easily have the problem of high staff turnover on your hands. Know when and how to train your people. Learn what sales training to outsource, and what to implement in-house. And educate yourself in separating useful sales training from the superficial.
Flashy, rapid-fire motivational talks might seem like they have a lot to offer, but they can’t compete with solid, well-structured training sessions of substance and quality. The material in this book aims to help you apply an advantageous sales training regimen in your business, and reaffirm to you and your team that you are part of an enterprising, progressive industry that is changing the world for the better.
Remember: everybody lives by selling something.
We hope you enjoy this book.