The Seventh Sales Myth and Truth
The seventh and final sales Myth is sales people don’t need any new training or development. Some believe that experienced sales people already know all about selling. The only thing required is more product knowledge! Why do these organizations find sales results less than expected? Because sales people are focused upon products and not the customer.
I am amazed how often “experienced sales managers” tell me that investing in sales training and development is not his or her responsibility. Or the worst excuse is – we have no budget for this activity. Yet, in the same breathe, they talk about how sales will increase this year! How? They have no new products or services, no new sales people, no new territories, and no new sales methods. I call this “growth because I said so!” The old traditional parental approach of having no explanation for change – it’s just going to happen. This does not work for sales or parents.
The final Truth is that sales people need continuous development. The risk of poor selling strategies is a permanent loss of a customer. The excellent salesperson must have skills and knowledge in products, and have mastered effective communication, industry norms, and the ability to manage many different customer’s personalities. These are skills and knowledge that develop relationships with customers. These relationships are based upon rapport, trust and a clear focus upon the needs of the customer.
The understanding of these myths and truths have assisted our customers to successfully increase their bottom lines. The key is learning. A commitment must be made to improve the quality of the sales team. We find that successful companies invest 5-15% of annual sales payroll in development practices. Join the winners today!
Contact us today to join the ranks of the winners in sales growth and profitability. We have assisted our clients to consistently grow. Our office hours are 8-5pm Central Time and our phone number is 901-757-4434.
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Voss Graham is an Organizational Architect with 30+ years of experience designing sustainable business growth for organizations of all sizes.
Creating the Strategic Focus with the Executive Leadership Teams, he uses Systems & Process to ensure the Drivers for Business Growth are Executed at the Highest Levels. Voss is available as a Speaker for your conferences or company meetings – contact him at 901-757-4434 or use the LinkedIn or Facebook direct messages.