Common Training Issues
For many years training has received both good and bad reports over the results it can deliver; particularly sales training. More often than not in sales training, the results have not been delivered.
Educated into the mindset that skills improvement can be delivered through attending a short 1-3 day course, a session at a national conference or a high energy motivational session, managers have been sadly misled. These "shots" of education are the catalysts to people coming away from a session with the sense of "we picked up one or two good ideas". It is a major investment for just that small outcome.
This has led many managers to avoid training their teams, believing that on-the-job time and industry experience are the best skills development. They believe that sales skills are instinctive and subjective. Regarding sales excellence, they believe industry experience is excellence, not selling capability. Rarely have these managers been exposed to working with top performing sales forces - or they would demand it without question.
These are some of the common training issues people experience:
Delivered none or poor ROI and results
This is a common complaint from 1-3 days courses where the emphasis is on attendance and then getting back to work in the field. You may get the occasional individual that has a high absorption rate of knowledge and applies it, but often they are newer to sales and open to learning. Some individuals see it as a time to get 'off' the job by being away at training for a few days.
The training did not change them; they are still doing the same thing
Research has proven that unless there is daily reinforcement for minimum 21 days there will be very little change in any person's behavior. No reinforcement - there will be no change. The degree of behavioral change is a direct reflection of the reinforcement process applied post training.
The training did not suit our industry
This is a very common complaint and can stem from two distinctive areas. Either the training was "off the shelf" and not tailored (common problem with most public workshops or courses) or the team have heard new information that challenges their thinking. Their reaction to that challenge is to shut down as they were not correctly coached through the process of learning new methods and processes.
Some people adopted it but others didn't
This is often a direct reflection of the sales culture in the organization. The team are a disparate group from an "autonomous" management style, new hires, long standing employees, changing front-line management, mergers and frequently changing sales goals and plans. They are all operating with different attitudes, processes and standards hence the reflection of some adopting the information and others not. Until the sales culture operates with a consistent standard and knowledge and communicates with a common language, poor results will follow any training.
The Mastering SalesTM system is designed to overcome these issues and ensure a successful training that supports a new culture and delivers results to your organization.
For further information please contact us through the office nearest you or fill in the enquiry form.