Sales training companies teaching monkeys sales techniques

SALES TRAINING COMPANIES TEACHING MONKEYS SALES TECHNIQUES

Sales training companies teaching monkeys sales techniques and why low calibre sales people will never be successful.

I have seen top sales people get up and walk out of sales training sessions out of a lack of respect for the trainers and because they knew they were wasting their precious time. I have also seen low calibre sales personnel leave the same training sessions highly motivated and fired up ready to put their new found knowledge into practice. The problem is...

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...the first rebuttal and the motivation has gone and the first failed close and the new idea gets kicked in to touch. All that time training the wrong person was wasted and the right person didn't need the training.

You can teach someone how to sell in the same way as you can teach someone to kick a football. Neither will make them a super sales person or a great footballer. However, show anyone where the goal is and remove the defenders and goalkeeper and even the most untalented of players will hit the back of the net nine times out of ten.

The same applies to selling. Remove as many obstacles as possible by supplying your sales team with sales enquiries and they will close more sales because the client is providing them with an open goal.

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No one can sell me anything I don't want or need, I don't care how good a sales person they are, or how much training they have had. Success in sales is all about prospecting and knowing who and where your next sale is coming from.

RECRUITING THE RIGHT TYPE OF SALE STAFF

Being a top salesman doesn't mean you will go to become a top sales manager anymore than being a great footballer will make you a superb football manager. In fact, sometimes being outstanding in a certain field due to natural talents can make it more difficult to understand why others fail.

I have worked alongside the managing directors of a number of FTSE 100 companies who openly admitted they knew nothing about selling and had nothing but admiration for their sales people. This lack of knowledge was one of their strongest assets because they delegated the job of recruiting sales staff to others.

It is far better to recruit ten high quality sales people and reward them well for the job than to employ fifty low calibre sales staff who will suck your resources dry. With the best will in the world, no sales trainer or sales training company will be able to turn your sales around if you do not have quality sales staff.

The best way to recruit quality sales personnel is to give them the opportunity to make money. Investment Brokers in the City are sales people, no matter how you disguise the job description. Some of them earn millions because they make the companies they work for tens or even hundreds of millions. Most have no basic salary just unlimited potential to earn money. Most never make it past their internship.

They may go on a training course to learn the ropes but their success is not down to any sales training from any sales training company.