Does Most Sales Training Work?

Why most sales training doesn't work

Why most sales training doesn't work

There are a few very simple reasons why most sales training does not work and does not adequately address the fundamentals of how to sell.

I have been surprised over the years to find most sales trainers were not successful sales people in the 'real world'. They are simply full of theory and I have found in life, often there is a big gap between theory and what actually works. This is true of many things and it is definitely true when it comes to learning how to sell.

Take a moment to think about this and compare it to the following;

Can you imagine if a leading formula 1 team employed a driver who had never driven a race car, but had only been trained in theory from manuals?

Can you imagine if the pilot flying you and your family across the country had never had practical experience, but was very confident he knew what to do... in theory.

Pretty disastrous consequences are guaranteed in both cases.

Now take a moment and reflect on this;

Salespeople who earn commissions can become amongst the highest paid people in the world and the sales industry is the about the only industry where the average income is totally irrelevant. What do I mean by this?

Say you are a qualified accountant- here in Australia you can expect to earn about $85,000 p.a. Some will earn more, some less, but the salary is limited.

If you really know how to sell and are the best sales person working in the same company as that accountant, you may be earning $300,000 a year. On the other hand, if you are the worst sales person in the same company and really don't know how to sell, you may be struggling to earn $45,000.

Here is the key -The only difference between the two sales people, is their skill level. You can take the lowest paid sales person; teach him how to sell with proper sales training and before long, his income will surpass the Accountants!

But here is the problem. If that poor performing sales person, who really does not know how to sell, goes to a sales training course taught by someone who only knows how to sell in theory, then the increase in his or her performance will be mediocre at best.

Learning how to sell well is required by anyone who wants to make great money in any sales based industry. If you are looking for sales training, or looking to find out how to sell, make sure you use a sales system that has been proven to work in the real world by leading sales people.

by: Andrew Maughan

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