Jun 26, 2023
Sales training doesn't work. The stats prove it. The problems are clear. What prevents us from fixing it?
A large part of the problem with sales training is due to a systemic issue within organizations. Many companies invest large amounts of money into sales training, but don't see significant results due to underlying issues within their structure and systems.
One problem is the reactive and sporadic nature of sales training in many organizations. Training is often done reactively when sales are down, rather than as a well-planned, ongoing strategy. Additionally, many organizations do not accurately measure the impact of their sales training, rendering it less effective.
Organizations should focus on addressing their core systemic problems in order to achieve better results with sales training. Implementing a training process that is well-structured and consistent will lead to a more effective and long-lasting impact on sales teams. As Pogo, a famous cartoon strip from the late 40s to the mid-70s quotes, "Having lost sight of our objectives, we redoubled our efforts."
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On this episode..
- Why sales training doesn’t work. 0:00
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Three out of four salespeople are failing, falling short of their revenue.
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Sales training doesn't work.
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What’s wrong with sales training? What are the root causes of the failure? 6:13
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The systemic problems that prevent sales training from being effective.
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$70 billion spent on sales training.
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The sales training myth.
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Why sales training doesn't work for you.
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When do sales people train? 11:34
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One of the biggest challenges in sales training.
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The importance of having a sales leader.
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How do you test your people’s progress? 13:54
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One of the biggest obstacles to sales training change.
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How to test progress in change.
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The results you’re getting are not the results you should be getting. 16:17
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The importance of addressing the core systemic problems.
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Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.
Get more Kelly: www.BizLockerRoom.com.
Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019.