Pre Assessment Prior to Sales Training

The fastest way to de-motivate your very best sales people is to sit them in a room and go over inane things that they already know and could probably teach better in your industry sub-sector than the outside sales trainer that you brought in.

Sure refresher courses are good, but in this case sitting a great company salesman in a room with novices in a mandatory format makes no sense. If you want to re-train them or refresh them on fundamentals, give them some tapes to watch and let them take them home and play them at their leisure on their home VCR.

The best thing to do is to assess what your sales people individually know and work something in that makes sense for them. If you simply wish to motivate them, sure hire an outside guru of sales and marketing and let them wind up your sales team, why not.

But when it comes to actual sales training redundancy is not always the best policy for think on your feet, independent types like sales people and you need to be cognizant of this other wise you will actually hurt motivation and sales productivity rather than helping you get to this quarters sales goals. Perhaps you will consider all this in 2006.

"Lance Winslow" - Online Think Tank forum board. If you have innovative thoughts and unique perspectives, come think with Lance; http://www.WorldThinkTank.net/. Lance is a guest writer for Our Spokane Magazine in Spokane, Washington

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This entry was posted on Wednesday, July 23rd, 2008 at 6:17 am and is filed under Sales Training . You can follow any responses to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.