managers. Getting a sale or failing to get one, teaches very little. It doesn’t say, this close worked, or you failed to suitably get to the real objection.

(4) We’re afraid to drill our people so they can put together and take apart a sales talk like a soldier can a rifle; blindfolded, i

Great sales training differs from what you’re probably doing, in five significant ways. In your heart you knew these things. You've just forgotten!

(1) Nobody ever learned a behavioral skill by being talked at. Want to improve that golf, tennis or baseball swing? Don’t expect a speech by a retired Hall of Fame athlete or a video to do it for you.

Yet, what do we do? We have classroom training sessions because most of us have warmed school desks for so long that we’re used to that medium. Some chalk-talk is fine, as an overall orientation, but the best method is to coach trainees, one-on-one.

(2) For thousands of years apprenticeships have worked in all of the skilled trades. Aspiring shoemakers learned by being around their parents, who were seasoned pro’s, and they, in turn, learned at the feet of their parents. Novices watched, noting how the family interacted with customers, and they were given small tasks to master before being given bigger ones.

Today, there is far too little time dedicated to enabling new hires to observe veterans at work.

(3) Today’s salespeople get far too little feedback from everyone, especially from their managers. Getting a sale or failing to get one, teaches very little. It doesn’t say, this close worked, or you failed to suitably get to the real objection.

(4) We’re afraid to drill our people so they can put together and take apart a sales talk like a soldier can a rifle; blindfolded, if

a retired Hall of Fame athlete or a video to do it for you.

Yet, what do we do? We have classroom training sessions because most of us have warmed school desks for so long that we’re used to that medium. Some chalk-talk is fine, as an overall orientation, but the best method is to coach trainees, one-on-one.

(2) For thousands of years apprenticeships have worked in all of the skilled trades. Aspiring shoemakers learned by being around their parents, who were seasoned pro’s, and they, in turn, learned at the feet of their parents. Novices watched, noting how the family interacted with customers, and they were given small tasks to master before being given bigger ones.

Today, there is far too little time dedicated to enabling new hires to observe veterans at work.

(3) Today’s salespeople get far too little feedback from everyone, especially from their managers. Getting a sale or failing to get one, teaches very little. It doesn’t say, this close worked, or you failed to suitably get to the real objection.

(4) We’re afraid to drill our people so they can put together and take apart a sales talk like a soldier can a rifle; blindfolded, i

rainees, one-on-one.

(2) For thousands of years apprenticeships have worked in all of the skilled trades. Aspiring shoemakers learned by being around their parents, who were seasoned pro’s, and they, in turn, learned at the feet of their parents. Novices watched, noting how the family interacted with customers, and they were given small tasks to master before being given bigger ones.

Today, there is far too little time dedicated to enabling new hires to observe veterans at work.

(3) Today’s salespeople get far too little feedback from everyone, especially from their managers. Getting a sale or failing to get one, teaches very little. It doesn’t say, this close worked, or you failed to suitably get to the real objection.

(4) We’re afraid to drill our people so they can put together and take apart a sales talk like a soldier can a rifle; blindfolded, i

racted with customers, and they were given small tasks to master before being given bigger ones.

Today, there is far too little time dedicated to enabling new hires to observe veterans at work.

(3) Today’s salespeople get far too little feedback from everyone, especially from their managers. Getting a sale or failing to get one, teaches very little. It doesn’t say, this close worked, or you failed to suitably get to the real objection.

(4) We’re afraid to drill our people so they can put together and take apart a sales talk like a soldier can a rifle; blindfolded, i

managers. Getting a sale or failing to get one, teaches very little. It doesn’t say, this close worked, or you failed to suitably get to the real objection.

(4) We’re afraid to drill our people so they can put together and take apart a sales talk like a soldier can a rifle; blindfolded, if necessary. “Give me three different ways to close a sale, right now!”

(5) Most trainers are failed salespeople who were kicked aside or kicked upstairs. Therefore, they lack credibility. Truly great salespeople have no time to train others because they’re making big bucks in the field. Peter F. Drucker said we don’t achieve at what we don’t respect, and let me add to that the idea that we don’t learn from people we don’t respect.

Take a hard look at your training program. If it consists of a lot of automation, web based modules, videos, workbooks, and other mass production tools, then redesign it.