This past week I was in Las Vegas for a Wireless convention. While there a business owner came up to inquire about hiring me to conduct sales training for his company’s Sales Teams. As always I asked what his company expected from Sales Training and his reply was very interesting. “Revenue”, he said. “Increased Revenue will cure nearly every challenge of every company here at this convention”(Over 1400), he said. He went on to say, “Although we do pretty well in sales, (They are one of the largest in the industry), we need to increase revenue and I believe your sales training can increase our sales by 20-25% minimum and that would mean a tremendous increase in Revenue.”
“Increased Revenue will cure nearly every challenge of every company here….”
There are many reasons given for needing Sales Training but I had never heard it put quite this way. What he said made all of the sense in the world. The #1 Reason for Sales Training is to increase sales. If you increase sales you increase revenue. If you increase revenue, you can now increase purchasing, hiring, upgrading systems and equipment, and you can grow. In other words, Sales Training allows your company to GROW.
#1 Reason for Sales Training is to increase sales. If you increase sales you increase revenue.
At the same convention after a Sales Training Session with over 100 attendees a couple of gentlemen came up to me and asked for my card and said they were interested in hiring me to train their employees. When I asked if they had a Sales Team, one quickly replied, “We thought we did until we heard your presentation.” They went on to say that although they had a Sales Manager and a Sales Trainer they had never heard Selling presented in the way I had just presented it.
Both companies were very successful, they both had Sales Teams and a Sales Manager. Both companies executives said they realized their Sales Managers were very skilled at selling and managing Sales Teams but they weren’t professional Sales Trainers. They each realized the need to have their Sales Teams professionally trained.
They each realized the need to have their Sales Teams professionally trained.
Too many Sales Teams are trained in detail on how the product or service works but are never properly trained on how to present to the customer, they are never taught how to listen to the customers needs and how to build a presentation that presents the benefits of the product or service to the customer. They are never taught how to overcome objections and how to close the sale. But they are expected to sell. Selling is Simple but it isn’t Easy. Top Sales Performers understand that there are many skills to selling and they make sure they learn each one and use them daily.
I don’t think most executives understand the need to train their Sales People properly but yet they expect them to sell. To many times these same executives spend most of their time looking for ways to increase their revenue when the answer is right in front of them. Proper Sales Training leads to increased sales which leads to increased revenue.
Selling is Simple but it isn’t Easy.
Proper Sales Training leads to increased sales which leads to increased revenue. Top Sales Performers raise revenue by increasing sales. Top Executive Leaders understand the importance of Sales Training.
Jeff Raver is a John Maxwell Certified Speaker, Coach and Trainer and has been training and coaching Top Performers for over 20 years.
If you are ready to lift your Sales Lid and become a Top Performer contact Jeff at Jeff.Raver@BeginToWinNow.com for a FREE Consultation.