The effectiveness of a sales training depends on how the sales manager handles the step by step of a training process. It is such a major disappointment that salespeople don’t reach its maximum target though they have been through several steps of sales training. A sales training itself always takes lots of time and money and when it results to nothing, it is a great loss for a company.
The salespeople are not to blame. They might have had applied all those theories but they find lots of milestones on their way ahead. When selling products or services, salespeople can’t just apply the theories and get the expected result. It’s like a dream that won’t come true. They face lots of people with different characters and all those clients have different financial problems as well. As the economical situation is getting harder, several tricks have to be done.
Theoretically, a sales training should be as interesting as possible so that the sales trainee can absorb the theories well and they have energy and spirit to go on. But making an interesting sales training is a complicated task. You can’t expect too much when the training is just merely a listening session for the trainees, in which the sales manager is only making long speech. Interactive session with several related games to sales is strongly recommended here.
It goes without saying that the material given is suitable with the sales market. But when the training is over, tracking development of their achievement in selling is the next crucial thing to do. They may be facing several milestones that they can’t overcome due to their lack of experience. So, the sales manager should be there to make salespeople remain accountable and give necessary aid.
One thing that a sales manager doesn’t always realize is that salespeople or sales trainees also need personal approach. Most sales managers just let the salespeople ‘in action’ and only ask for the sales report in certain time without giving chances for them to speak about the obstacles. An in-depth dialogue outside sales training is surely beneficial in boosting self motivation.
The last but not least, make sure that the sales training has a very effective sales strategy that can stand the test of time. If your product is considered very expensive and only for those high class people, you should have certain sales method to add its selling traffic due to this hard economical crisis.
Effective Sales Force 