Tags: Sales and Selling
WHY SALES TRAINING IS IMPORTANT
Sales and Selling are the lifeblood of any business, organization, association or cooperative. Without sales, your organization struggles to pay employees, develop, grow and expand.
Education is changing. I explain this in my previous post, "Create Your Own Online Course" and it goes into detail as to why the Online Education industry is booming with a $107 Billion earnings for online courses.
How many times have you sat in a classroom watching training videos which are outdated, boring, and irrelevant?
I, personally, have sat in sessions with sales trainers who speak on topics found in old sales books by Zig Ziglar, Tom Hopkins, and Earl Nightingale.
These are great foundation topics we can all learn from, to build out our base/foundation. However, as we grow, expand and develop as professionals, we must learn the latest and greatest from those who are performing at the highest level in the industry with which you reside.
3 BENEFITS OF SALES TRAINING
1. MORE VALUABLE TO EMPLOYERS
You'll be far more valuable to employers as it relates to current sales trends, the newest sales techniques as it relates to prospecting, selling, presenting, closing and follow up, as well as generating referrals.
Whether it is utilizing a new form of technology to garner more prospects, and create greater engagement - you'll have learned these techniques and strategies, providing more value for your compensation plan than any other sales professional in the organization.
2. GREATER EARNINGS
It has been said by the sales guru, himself, Grant Cardone, the highest performing sales professionals in any industry are those who train, and train daily.
These are the individuals that drill their pitch, drill their value proposition, drill the questions they need to ask to generate a much greater discover assessment while determining money, time, needs, urgency and trust.
3. MORE COMPETITIVE IN MARKETPLACE
There are two constants in the sales arena.
The first is that the industry has a high turnover rate, meaning, the majority of people who enter the workforce as a sales professional, are going to leave within 18 months. According to the RAIN Group, the average life cycle of a new sales person is 18 months.
The second constant is, those who engage, grow, develop and expand as a true sales professional train consistently and constantly to become the best sales professional and highest performing in their industry. The more training present in one's daily routine, the more skilled, confident, and competent they will become.
Those who train constantly and consistently are more competitive in the marketplace, close more deals, earn more accounts, and generate more referrals as a trusted adviser.
In short, sales training is EXTREMELY important to any sales team, business or organization. Sales people spend 79% of their time prospecting. They don't spend 79% of their time prospecting because that's what sales people do. They spend 79% of their time prospecting because they' lack the necessary skills, confidence and competence to fill a sales pipeline with both interested and qualified individuals.
The average salesperson lacks the skills to generate interest in a prospect, let alone engage them in a sales conversation. Additionally, the average salesperson struggles to pre-qualify properly, therefore lacking both (1) Interested and (2) Qualified prospects in their pipeline.
Of course, a salesperson will never tell you they need help closing deals, because they never get enough in front of them to see any meaningful impact from sales training. They do want to learn more about building value, and creating value-centric sales presentations. They focus on this area, simply because they lacked the ability to pre-qualify properly - therefore are attempting to play catch up in the presentation.
You do not present to an unqualified prospect. You do not close someone who isn't qualified nor interested.
Sales training is a must for any individual, organization or team.
We are going to share with you in our next blog post, our Top 5 Sales Training Programs we have tested in the last 3 years.