National Sales Center

Please Stop Questioning The Benefits Of Sales Training

The 80/20 Rule tell us that eighty percent of the business is generated by just twenty percent of the salespeople. Despite these numbers, I’m periodically questioned about the benefits of sales training. Aren’t those benefits obvious?

With 80% of the reps generating only 20% of the business, it’s no wonder that most sales organizations struggle with high employee turnover. That turnover is an enormous drain on budgets but it goes further than that. Account retention endeavors can’t get off the ground when customers have to endure the yearly ritual of being introduced to their new rep. Despite this scenario, I’m periodically questioned about the benefits of sales training. There are many reasons not to question the benefits of sales training.

Those that question the benefits of sales training have their own plans to succeed in sales. Some of those plans often included working harder. The trouble is that they’ll be working harder at things that don’t work very well. Despite the fact working harder isn’t the answer, I’m periodically questioned about the benefits of sales training.

Others may just hope to get lucky. If you want your income to depend upon luck, you’ll have much more fun in a casino. Despite the fact that hoping to get lucky isn’t the answer, I’m periodically questioned about the benefits of sales training. These same people hope to close more sales. I say, “Good Luck”!

Some believe that sales success depends upon having the best product at the best price. Unfortunately, business history is littered with companies that had the best product at the best price and are no longer in business today. Success will always go the company with the best-trained reps. Despite this, I’m periodically questioned about the benefits of sales training.

I’m sure we can all agree that professional sales skills are important yet some question if sales training can improve those skills. I assume they feel doomed to forever live as an underperforming rep. It need not be that way but they must first start to believe in the many benefits of sales training. Only then will they begin to join the 20% that’s earning all the commissions.

Get serious about the benefits of sales training and thrive in your career!

Nick

Tags: Sales Training