for Conscious Selling the Sandler Way Updates
Great speaking with you today. I wanted to thank you again for inviting me to the seminar last week. Just yesterday I spoke with my two co-founders about what I learned at your seminar last week. I wanted to let you know how the conversations went.
Chris Powell. Co-Founder/VP Sales,
Every sales manager knows that sales teams need some sort of ongoing sales training. But do those one-day sales seminars really result in better sales performance? True, your sales team can learn a few tricks from sales gurus who headline most sales seminars. And they’ll get some short-term motivation. But they’ll learn a whole lot more, and see sustained performance improvements, from a long-term investment in consistent, repeated sales training coupled with hands-on practice.
Sales seminars are designed to provide quick fixes, not strategies that support your professional development and income improvement over your career. Industry-specific sales seminars share information, but ongoing sales training equips you with the skills and strategies to put that information into practice. Sales seminars often neglect to approach selling as both an art and a science. And listening to experts pontificate isn’t nearly as effective as training in an interactive group setting that allows you to collaborate and learn alongside your peers.
Sales seminars lack effectiveness for a number of reasons, including:
• No long-term reinforcement: By the next week, you’ve forgotten most of what you learned.
• No follow-up: Who’s checking in to make sure the sales team is using what they learned with successful results?
• Minimal team collaboration: When multiple members of a sales force attend, the results are even more significant as the team learns together.
• Information without context: PowerPoint presentations are great for quick sound bites. But participating in discussions and exercises are key to understanding how those ideas are put into practice.
A better option to sales seminars is a carefully designed sales program that covers a complete spectrum of sales methodologies and disciplines. An effective sales training program should:
• Detail a step-by-step sales process
• Train in a group setting
• Supplement with one-on-one training
• Engage trainees with role play and in real-world scenarios
• Provide continual feedback
• Strengthen practical sales skills