Why Sales Training Is Not Enough!

Why Sales Training Is Not Enough!

What type of sales training do we traditionally provide to sales people? Well here is a list:

  • Selling skills
  • Presentation skills
  • Negotiation skills
  • Closing techniques
  • Computer skills
  • Product knowledge

But, think of the characteristics of top performing sales people:

  • Confident
  • Driven
  • Determined
  • Motivated
  • Relationship builder
  • Good communicator
  • Product knowledge
  • Contacts & network
  • Sales process

Now, compare the two lists. 80% of sales training is based on developing knowledge and skills, where as 80% of the characteristics of sales champions are attitude based.

Most training focuses on knowledge and skills. However to be a top sales performer is 80% attitude. The implication is that developing sales champions cannot take place in the classroom alone. Hence the important role of coaching in developing top performing sales people.

Read the next one of this sales training article series:
Planning A New Year Pipeline Workout or 2013 Sales Kick Off?