It’s important for the salesperson to be able to answer and respond confidently to any inquiries or concerns raised by a prospective client. Salespeople who are handed a script and instructed to sell won’t be able to engage in meaningful conversation with clients—conversations that are more likely to lead to closing sales. Providing professional sales training ensures that salespeople enter into any conversation with the depth of knowledge necessary to be efficient and effective in their position.
Sales training can equip you with more effective and more efficient sales techniques, while also helping you see which sales techniques aren’t working for you. Without training, many salespeople end up wasting a lot of time on strategies that they don’t realize aren’t successful in the long run. Learning what works and what doesn’t, and when to shift gears and try new strategies while giving a pitch, can help economize time spent making sales calls so that they produce better results.
One of the reasons that there is such high turnover in sales is because salespeople enter into the field without the necessary skills and tools, and quickly become disheartened by a lack of success. Selling comes naturally to very few people; for most it’s a learning curve, where growth occurs over time. Sales training gives people the fundamental skills they need to be more successful, while also giving them the confidence to grow into the position. An investment in sales training is also an investment in retaining staff, which is a benefit to everyone. High turnover is expensive, time consuming, and totally avoidable.
Sometimes the goals and quotas we set are way out of proportion to what is actually realistically achievable. This works both ways—sometimes we’ve set the bar too high, but sometimes we also set it too low. Neither works to your advantage when it comes to sales. While some people believe that setting lofty goals will drive their salespeople, it usually only discourages them. If you’re setting your team up to fail, morale will suffer. Professional training in sales can help give you a practical understanding of sales targets and how to both set them and meet them on a regular basis. It’s important to realize as well that goals are not static; when you grow as a sales team, your goals will grow too.
About the Canadian Professional Sales Association
Since 1874, we’ve been developing and serving sales professionals by providing programs, benefits, and resources that help you sell more, and sell smarter.
Contact us today at MemberServices@cpsa.com or 1-888-267-2772 to see how we can help you and your team reach new heights in sales success.
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