Tags |
|
|
Links |
|
|
Casual Articles - Sales Training - What's Your Goal - Exposure or Behavioral Change?
You see him from across the room. You know him, but you can’t remember how you know him. Now you have a problem: you want to break the ice but your uncertainty is holding you back. Uh oh, he’s heading in your direction. What do you do?!If you’ve ever been in this situation before, you know how uncomfortable it can get – especially if you really should know who the person is. What’s more, it’s not uncommon to evade those whom you cannot remember for the fear of embarrassment.But your uncertainty shouldn’t generate a “Please Don’t Let This Person Talk To Me” attitude. That would hinder your approachability. People forget people everyday.
What was the return on the company's $600,000 investment? Only 10% to 20% of the salespeople ever applied the new sales approach in the field. The training project was considered a failure.
If you want your sales
One of the most important things in any business is energy. We have noticed over the last decade as we see natural gas spikes in the colder climates such as the North Midwest, Northwest and in the North East that it puts economic pressure on our nation's businesses. If the business is a manufacturing facility and it is already in a worldwide competitive market any slight additional cost in energy to run the business could result in a net loss for the quarter. We must keep our businesses competitive in the world market and typically energy has been one of our strong suits. But the sheer demand for energy from Americans in their homes and businesses has pu
Unfortunately, most companies drastically underestimate the amount of time and effort that must be invested to accomplish behavioral change. Sitting in a class for a couple of hours or days is a good way to expose salespeople to new skills and techniques. However, new skills and techniques often feel strange and uncomfortable. Many salespeople worry that attempting to use the new skills and techniques with real, live prospects or customers will cost them sales and hard-won credibility. So, they abandon the new skills and techniques and continue to rely on "old" behaviors that are comfortable for them.
Here is a real-life example of a sales training program failure:
Executive management at a company I worked for invested more than $600,000 to teach the entire sales team (100+ salespeople) a new sales approach. However, at every turn they looked for ways to reduce training costs and time out of the field. As a result, the sales manager training session was cut from a full day to half a day, and the sales team training was cut from three days to a day and a half. Plus, post-training conference calls (intended to reinforce key concepts) were rescheduled multiple times and eventually cancelled.
What was the return on the company's $600,000 investment? Only 10% to 20% of the salespeople ever applied the new sales approach in the field. The training project was considered a failure.
If you want your sales
As of September 30th 2007 all businesses handling cardholder (irrespective of size) data must be fully compliant with strict security measures imposed by the leading credit card companies. Credit card theft is the most common form of identity theft (26%) as of 2006. With over 1.3 billion credit cards in circulation as of 2004, and over 33 billion dollars in balances on those cards, companies are finding their networks, and credit card systems under attack by thieves.In order to protect cardholder data from theft or fraud, American Express, Visa, MasterCard, and Discover have developed what is known as PCI DSS ( Payment Card Industry Data Security Stan
Here is a real-life example of a sales training program failure:
Executive management at a company I worked for invested more than $600,000 to teach the entire sales team (100+ salespeople) a new sales approach. However, at every turn they looked for ways to reduce training costs and time out of the field. As a result, the sales manager training session was cut from a full day to half a day, and the sales team training was cut from three days to a day and a half. Plus, post-training conference calls (intended to reinforce key concepts) were rescheduled multiple times and eventually cancelled.
What was the return on the company's $600,000 investment? Only 10% to 20% of the salespeople ever applied the new sales approach in the field. The training project was considered a failure.
If you want your sales
After coaching hundreds of people on how to break free from the corporate world, I have created 7 fundamental practices to help you successfully start a new career. I share them with you here.1. Center YourselfWhen you are trying to start a new career, you may encounter inner resistance and self-doubt. Before self-talk sabotages your dreams, learn to disconnect from your negative thought patterns. I recommend centering throughout the day to help you be a kind and patient observer of your thoughts. Learning to center will help you to stay positive and relaxed. Meditation, walks at lunchtime, yoga, and focused breathing can help you to stay cente
Here is a real-life example of a sales training program failure:
Executive management at a company I worked for invested more than $600,000 to teach the entire sales team (100+ salespeople) a new sales approach. However, at every turn they looked for ways to reduce training costs and time out of the field. As a result, the sales manager training session was cut from a full day to half a day, and the sales team training was cut from three days to a day and a half. Plus, post-training conference calls (intended to reinforce key concepts) were rescheduled multiple times and eventually cancelled.
What was the return on the company's $600,000 investment? Only 10% to 20% of the salespeople ever applied the new sales approach in the field. The training project was considered a failure.
If you want your sales
If you own or are interested in starting a credit repair business in Florida, one thing you will definitely need is credit repair leads.There are quite a few ways to obtain credit repair leads for your credit repair business in Florida. Such as customer referrals, an educational web site, and a toll free number to name a few.The benefit of purchasing leads for your credit repair business in florida is that the potential customer has made up their mind to have their credit repaired.These people are not merely surfing the web looking for information about credit repair. They are committed to having it repaired by someone in the business.<
What was the return on the company's $600,000 investment? Only 10% to 20% of the salespeople ever applied the new sales approach in the field. The training project was considered a failure.
If you want your sales
IT services outsourcing is what you need to do when, not if, your prospects ask for products and services that you are not able to deliver. Many new business owners think they need to know everything. They fear not being able to offer every service under the sun.The great thing about the computer industry is that there are plenty of people you can use for IT services outsourcing. When you first start up, your concentration needs to be on getting business. You need to spend time networking and relationship marketing.In order to have the time to do this you need to rely on IT services outsourcing - there just simply is not enough time for you
What was the return on the company's $600,000 investment? Only 10% to 20% of the salespeople ever applied the new sales approach in the field. The training project was considered a failure.
If you want your sales training investments to produce changes in your salespeople's behavior, your company's entire management team, from top executives to individual sales managers, needs to make a different level of commitment to sales training. The skills and techniques that are taught during training sessions must be repeated and reinforced on a regular and consistent basis. Plus, you should provide your salespeople with a non-threatening environment where they can practice new skills and techniques until they become second nature.
To further demonstrate the level of management commitment that is required to accomplish behavioral change, consider the following two scenarios.
Scenario #1
A top executive mentions the importance of a new sales approach in a company meeting or conference call. They mention it again occasionally (once a month or once a quarter). The sales manager also mentions the new approach in a few sales meetings before or after the training session(s). However, the focus soon returns to "business as usual".
Scenario #2
A top executive explains the importance of a new sales approach in a company meeting or conference call. From that point on, they repeat the message in any conversation they have with any member of the sales or sales management te
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.casualarticles.com/article/40086/casualarticles-Sales-Training--Whats-Your-Goal--Exposure-or-Behavioral-Change.html">Sales Training - What's Your Goal - Exposure or Behavioral Change?</a>
BB link (for phorums):
[url=http://www.casualarticles.com/article/40086/casualarticles-Sales-Training--Whats-Your-Goal--Exposure-or-Behavioral-Change.html]Sales Training - What's Your Goal - Exposure or Behavioral Change?[/url]
Related Articles:
A Sure Fire Credibility Booster... Let Them See Your Name in Print
Image, What Image?! - The Image Factor
Bookmark it:
|