optimize sales training 

As mentioned in our Sales Performance overview, the sales function within any organisation is likely to attract additional scrutiny when sales performance is low.  One way organisations can improve the selling performance is to invest in comprehensive and relevant sales training. 

Most organisations allocate budget for sales training many sales executives will experience numerous sales training courses throughout their time and their managers will also continue to learn important skills. This level of investment (time and budget) is also due to the sales staff churn which we also discuss in our Sales Staff Churn problems we solve overview.

However, most organisations will continue to invest in training when they don't really need to and sales training vendors are unlikely to shy away from making their sale.  Similar to the Optimising CRM overview, vendors often sell to fit an isolated need or development plan for staff and are unlikely to discuss what may be impacting sales performance outside of skills.

The Revenue Performance Centre can assist organisations looking to review their sales training requirements or better understand why recent training hasn't improved sales performance.

Some symptoms that you may be investing in effective sales training when you shouldn't include;

• Frequent refresher courses
• Sales churn created the need for sales training
• The sales training vendor drives or creates the compelling reason
• Your executives have no clarity on what else may influence sales performance.
• You want to clone your number 1 sales superstar

To learn how any of the above could be improved or aligned to your overall revenue performance engine, contact us.