Creating Training Programs for Sales People

September 23rd, 2009 Posted in Sales & Marketing

Designing and creating training programs for sales people can be one of the most difficult (yet important) activities that business owners or C-Level executives ever have to partake in.

This post will examine some of the most common mistakes executives make when creating sales training programs, along with some “DO’s” and “DONT’s” you should keep in mind to ensure the success of your future sales team.

DON’T Get Overwhelmed. It’s easy to start feeling like there is so much to do with not enough time. Realize that the creation of this sales program does not have to be finished in a day or a week.

DON’T Reinvent The Wheel. There are thousands of companies that have already created training programs for sales people with phenomenal success. Why start from scratch when you can easily leverage the work already completed by sales masters?

DO Read! Why not pick up some Zig Ziglar? Or take another look at the legendary “How To Win Friends and Influence People” by Dale Carnegie? There is a gigantic wealth of knowledge at your fingertips, especially in this digital age. Harness the resources available to you.

DO Consult. As you’re designing your training program for sales people, take a lesson from the most successful sales organizations in the world, and create consultative sellers. What does it mean to be consultative? In a nutshell, it means asking meaningful, relevant questions, and listening more than you talk.

There’s a reason we have 2 ears and only 1 mouth.

DO Tweak. Just as it’s not possible to create a sales training program for your company overnight, it’s not going to be possible to absolutely nail it on the first time, either. We live in a world of hyper-fast change. Your business is changing at light speed as is that of your customers. This hyper change is inherently going to present itself in your company’s sales training.

DO Embrace Change. Realize that if you neglect to change, or if it has been a long time since your company has changed, you’re probably falling behind. Because the competition is changing so quickly, if you’re doing the same things that you were doing ten years ago, you can’t possibly expect the same results. Know that success comes to those who are most willing to embrace change.

These are some of the many lessons I’ve learned over the past 20 years I’ve been selling professionally. We will be releasing our complete “Sales Optimizer System” which will be tremendously valuable for anybody tasked with creating training programs for sales people.

If you’d like a free copy of the system to preview before its official release, or if you’d like help coming up with your company’s sales training program, contact us here and let us know what’s on your mind.

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One Response to “Creating Training Programs for Sales People”

  1. Gerard Says:

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