Back towww.1to1media.com
Mila D'Antonio | May 30, 2012

Do You Have a Sales Training Disaster Story?

    Share

Sales professionals have all experienced this at one time or another: Crammed into the office conference room for two days and forced to eat stale doughnuts and chug strong coffee, they endure listening to a "sales coach" who preaches to them for 16 hours about a new sales methodology or how to connect with customers.

Thumbnail image for sales training disasters.jpg

Often times sales reps forget everything that they've learned as soon as they leave the sessions, and in many cases the information isn't relevant to how they sell to customers.

My sister is an account executive for a major television network affiliate in Pittsburgh. Last month, she and her colleagues spent the day in their conference room learning techniques like "how to make eye contact," and "the importance of a handshake."

Needless to say, she and her coworkers were bored and even angry at their director of sales for not properly researching the coaching session and for wasting their valuable time with such basic techniques.

Many organizations, like my sister's company, focus on the selling basics and overlook relevant concepts like how to effectively reach out to customers at the right time during the sales cycle or how to build an ROI model. In fact, many experts say that 80 percent of sales training doesn't stick. The problem is often the disconnect between management and employees and a lack of proper measurement to ensure the sales training actually worked.

To explore how organizations can avoid sales training disasters and overcome coaching challenges, I plan to feature this topic in an article on June 27. I'm looking to include some of your sales training disaster experiences, as well as positive ones in my article. Please email me at mila.dantonio@1to1.com to send me your stories. I look forward to hearing from you.

Did you enjoy this content? Sign up for our FREE weekly e-newsletter by clicking here!

Comments

Note: All content within this website is the property of 1to1 Media. Any use of materials, except for social media sharing (Tweets, Facebook posts, etc.), without the prior written consent of 1to1 Media is strictly prohibited.

X

Subscribe for our Free e-newsletter and get the latest in CRM strategy delivered weekly to your inbox! Subscribe now!

X

Did you enjoy this content?
Sign up for our FREE e-newsletter!