According to Bob Urichuck, when a lot of organizations look at sales training, they tend to think that simply hiring someone with sales experience is the answer. But while they might have been trained on traditional techniques:
- they’re not staying current.
- they might have charisma that carries them part of the way.
- they’re being used as a “quick fix” to get the company out of trouble.
Another problem with sales training is that everyone is looking for a one-day or two-day quick fix, and not something that’s truly going to boost the sales team in the long run. Anything learned in such a short term is lost within 30 days.
For sales training to be truly effective, both salespeople and sales managers must take ownership of it. And it must be continuous training, as this is the only way to change attitudes and behaviors:
- Small modules
- Learn a bit
- Do workbook exercises
- Apply it in the real world
- Come back and get coached on it
About Our Guest
Bob Urichuck is the founder of VelocitySelling.com, which provides selling and non-selling professionals with affordable and buyer-focused sales training and mentoring. Bob has been recognized as an international sales expert and ranked in the top 10 of the World‘s Top 30 Sales Gurus since 2008.
About Our Host
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.
Pipeliner CRM truly empowers real sales training for companies. Download a free trial now.