Using a sales training company is a logical choice for most switched on business owners. The days of handing the phone book to a member of staff and telling them to keep asking for business are long gone. Well if you want to achieve great results in the current business environment that is!
As a business owner I am sure like me, you have uttered the words; “what are the sales team doing?” Reflecting on the more painful personal question of, “what have you done for them?”
This particular question might just reveal the answer as to why your sales people are not performing quite as you had hoped.
Think it through. To get good at most things in life we need some instruction alongside a basic framework. For those of us that want to really excel we often add in individual attention and personal sales coaching.
Selling is a skill that is learned. Yes some of us are natural communicators and it comes easier. Others need a framework guidelines and tuition. Whatever you do DON’T just put a member of the team into a sales role and expect them to perform miracles, unless you have a direct line somewhere! Yet so often this is exactly what happens in many organisations especially the smaller businesses across the globe.
Once you get an understanding of the issues facing you and your sales team you appreciate why good sales training companies are very much in demand, the reason then becomes obvious.
They have the skills knowledge and ability to teach people one of the most underrated skills known to man as a result they have a stream of clients clambering for their services.
The true facts are that in business one of the key employees you must invest in is your sales team.
Yes I appreciate everyone is important in an organisation and if you look at your profit and loss accounts and GP per employee your sales team win hands down.
A highly skilled effective sales person has the potential to bring in literally millions of dollars pounds and yen into your organisation, no matter where you are in the world.
The sad fact is that many companies under resource their sales team particularly in the advanced skills department. Reciting the key messages of your product or service just won’t cut it anymore.
A more intelligent and sophisticated approach is needed. It is very unlikely that your own company possesses the know how to deliver this message and skill up your sales people.
This is where using external skills provider will produce the results you are looking for. The company you choose will likely have their own selling skills model proven to work, or be licensed as a provider of one of the key global selling programmes.
They will also have trained facilitators who are well versed in dealing with cynical sales people that think they have all the skills they need.
Finally where can you find a great provider? Two key areas. Your current network or the internet. Straightforward. Both these routes will afford you the opportunity to evaluate your sales training company of choice. What next? Time for you to take action.
