Feb8
Some Sales Experts Are Not Sales Experts
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments
File under Sales Training
When A Sales Expert Isn’t A Sales Expert
I’m not one to shy away from controversy and I felt it was high time someone wrote what I’m about to write (or right!). Many so-called sales experts pollute media with pure garbage. There… I said it!
Let’s get real about sales experts. Many sales experts know each other and publicly display professional respect for each other’s work. However, get two alone and you’ll at times hear them joke about some of the stuff many sales experts spew. The problem is that anyone can claim to be a sales expert.
Many sales experts are fantastic and can add greatly to a rep’s career. I have great respect for these true sales experts. Why wouldn’t I? After all, I’ve learned a great deal from them so I respect and appreciate their work. My issue is with “sales experts” that give true sales experts a black eye.
Some sales experts don’t have a clue about sales and the sales process. I just had to say it! I’m not going to mention any names but I’m anxious to give you some examples.
Many reps shy away from sales training because they believe they will not learn anything new. I don’t blame them. Many sales experts haven’t been in the field in years. How much new material do you think you’ll find on a sales training VHS tape or audiocassette? Perhaps these sales experts have some new hot tips on faxing decision makers!
My larger problem is with sales experts that don’t know what they are talking about. These sales experts are all over the place and their numbers are growing as the unemployment lines grow. They are out of work so they decided to become sales experts.
What got me on this rant? I network with a group of sales experts so I read a lot of stuff that makes my head spin. One sales expert wrote that added value was found in product branding. This guy obviously didn’t know the difference between sales and marketing yet he claimed to be a sales expert.
One group of sales experts recently pondered the question of what was the greatest sales mistake. One sales expert said it was being late for an appointment. Where is the brilliance behind that statement? Do we really need to teach professional sales reps that they need to be on time for appointments? A lot of reps would fall a sleep if I dedicated a chapter to that subject in my sales training.
When asked why reps don’t make more cold call, one sales expert said it was due to the fact that reps are lazy. Instead of discussing prospecting skills, motivation, goals and sales techniques, this sales expert simply offered “lazy” as the reason reps don’t make enough cold calls. It was yet another brilliant remark from a so-called sales expert.
It’s time to raise the bar and expect more from sales experts. You may agree or disagree with some or all of my work but I know one thing for certain. I’ll always do my best to live up to the highest standards of anyone that feels I’m a sales expert.
That’s my story and I’m sticking to it!
Nick Moreno
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