TrainingA large portion of a company's success or failure falls on the shoulders of its sales force. Knowing this, companies make significant investments in sales training in an attempt to improve their sales performance.Take a sample of companies that have invested in sales training and you'll find an interesting fact. Most of the companies haven't received the level of improvement that they expected to gain from sales training. Why? Very simply...most salespeople don't ultimately utilize many of the principles that were shared in the training. Worse yet, after a day, a week or a month, salespeople generally remember very little of what they were taught. There are a few contributing factors to this problem. First, the off-the-shelf, one-size-fits-all sales methodology wasn't tailored to their specific selling environment or molded into their sales processes. Second, the training was delivered in the typical 1 or 2 day information dump which doesn't lend itself to actually learning principles. ThisQuarter's approach is to live with our customers so we understand the nuances of their business and the challenges they face. We help tweak their sales process, mold a 'best practices' sales methodology to their specific situation, use unique training approaches that are designed to help salespeople absorb information, and create a long-term skills development program that incorporates strategic and tactical disciplines via training sessions, hands-on coaching and eLearning. |
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