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A WORD FROM DUANE SPARKS
Dear Sales Executive:
How does your company’s top management feel about investing in sales training? Skepticism? Grudging acceptance of a necessary evil?
It doesn’t help that despite all the sales training that goes on in the corporate world, a ton of data shows that almost all of it fails and half of all sales reps still don’t hit their goals. In spite of good intentions, many companies suffer from a chronic sales slump.
When it’s done right, sales training can be one of best investments your company will ever make, with an ROI that is downright astonishing. But even if you do the right training in the right manner, top execs won’t just take your word that it paid off on the bottom line. You need proof. You need supporting data.
Where do you get convincing data that your sales training efforts are paying off? Glad you asked.
If you have a question about how to conduct sales training with spectacular (and demonstrable) results, click on “Ask The eCoach“.
We are committed to your professional success.
Duane Sparks
Author of Action Selling ®
BLESSINGS FROM MANAGEMENT
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- It allows you to focus on a particular activity, which gives you the best chance to achieve an immediate impact.
- It lets you zero in on specific skill-building exercises to correct a particular problem.
- Salespeople will be more apt to buy into your plan if it is supported by research you’ve done.
- Connect the successes you experience back to specific skills you helped your team develop with the training.
- Use a validated assessment to measure skill development before, during, and after the training. If you can tangibly show growth in skills from training, then improvements in sales performance can be connected to specific skill gains. This drives enthusiasm for the training, as well as for future sales training.
- Finally, calculate an ROI from what you’ve done using pre- and post- data on bottom-line measures including sales and profit. Management will see why sales training is the best investment opportunity they’ve got.
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