Jul28
Sales Training And Lost Order Reports
Posted by Nick in Corporate Sales Training | 0 Comments »
“The One Thing You’ll Never See On A Lost Order Report…
“We Were Outsold” - The Solution Is Professional Sales Training”
By Nick Moreno, Professional Sales Trainer
The National Sales Center, A Professional Sales Training Company
There is a deceptive little sales report that causes more harm than good because all too often, it hides the truth about the need for sales training. More often than not, this single report misses the mark by a mile and it does so to the extent that it renders the report useless, if not harmful, to the corporate sales force. Although there are many sales reports, this one stands out because it frequently and blatantly ignores the facts about sales training. I’m talking about Lost Order Reports and how they overlook the need for Professional Sales Training.
During my corporate sales career, I read my share of Lost Order Reports and not a single one ever hit the nail on the head about sales training. I read about pricing that’s not competitive, features that were missing, contract terms that were too strict and a long list of other issues. The problem is that not once did I ever read “WE WERE OUTSOLD” on a Lost Order Report, yet that’s exactly what happens each and everyday. How come these reports never mention a sales skills problem that could be corrected with some Professional Sales Training.
PROFESSIONAL SALES TRAINING
Lost Order Reports could be a valuable tool when they identify areas that need to improve. By learning from our past defeats, we can take actions to prevent it happing in the future. However, there is no value in a report that all too often ignores both the facts and the obvious about sales training. In fact, misleading information on Lost Order Reports actually causes great harm. The solution is Professional Sales Training but that message is never delivered. Instead, Sales Executives start fixing things that aren’t broken and continue to ignore what is broken, namely their sales process and sales skills. These can be fixed with some solid sales training.
I understand how courageous it would be for a salesperson to lose an order and then take the blame for it reporting they were “outsold”. If they did, companies would be spending a lot more money on professional sales training and less money on fixing things that are not broken in the first place.
Nick Moreno, Professional Sales Trainer