Most business sales training fails, not because of the quality of the training offered but because of inadequate pre-training and training debriefing. Sales Training UK has witnessed many sales teams fail. According to statistics, almost half of salespeople forget their training within three months of starting it. The blog helps identify the biggest problem with sales training. Let’s discover some things that you are not doing right.
Key Takeaways
- One major problem in sales training is the wrong people.
- Sales managers have yet to go through formal sales training.
- If a need analysis is not conducted or it needs to be strengthened, it reduces the understanding of the skills required to be taught.
- Management in decision-making roles are resilient, which limits their ability to make better decisions.
Hiring the Wrong People
It is as easy as the HR job may seem. It is one of the most important. Every organisation, every sales leader, and every business owner can understand and constantly tell how they once hired what they thought had to be the best salesperson, only for that star to be an absolute zero months later.
Those same sales leaders will also tell you no sales training in the world was going to make any difference for them. Everybody knows it’s not ‘you can take the horse to water’. According to studies, 77% of sales Sales Management and HR may argue that 77% of sales hires are simply wrong for the position.
The company should classify the employees into A, B, and C. Players are those who almost always achieve their sales targets, and they are usually willing to be trained because they want to be the best. The categorisation will also help understand the training level the employee needs.
Lack of Training Experience
In many cases, it has been the case where sales managers themselves have never undergone any formal sales or managerial training and are basically attempting to abide by a system of management which they either received, or was designed by people without sales experience. Normally, Sales Managers are fantastic people. Except that there are simply so many tasks in their To Do lists, that they are never able to do the one primary task, that is to assist their salespeople.
Every Sales Manager should have, and I presume does have, a plan for improving sales that he is currently implementing. It helps to begin with the end of the task and write what you want your sales function to be like in three years. Then, move back from that and write the targets that you will have to meet over the three years so that you can accomplish your objective.
Lack of Sales Training Courses Needs Analysis
The traditional approach to sales training has yet to be proven sufficient due to the mismatch between what the sales reps need and what is offered to them. For example, many sales reps will agree to take a course in presentation skills when, in fact, they ought to learn how to prospect for clients. The outcome of taking up presentation skills training is just certification of some employment skills in the name of personal development, but the sales performance will remain the same.
Sales strategy training will only be successful if the business and its attendees’ needs are taken on board at 100 percent. Learning by doing has eventually turned out to be very beneficial for students. To make it even more realistic and up-to-date, live sales campaigns can be used as a normal part of their everyday work activities. In that way, the sales team can do training and practice simultaneously.
Resilience in Sales Strategy Training
Sales training also fails because business owners and Sales VPs are resilient, and their ability to cope with underperformance stops them from taking further action. Some sales managers would rather maintain a non-performing salesperson than spend time and other resources firing them and trying to find a successful salesperson.
It is common to encounter situations where an employee has to be discharged. In such cases, however, if you, as a sales manager, have done everything that you can to support the individual and they have not responded, then the rest of the team and the business will perform badly, and you will have to assist them in finding a better-fitting role.
Nobody Listens
Another problem that many people avoid is listening to their employees. More often than not, sales Reps will point out legitimate concerns with the company’s sales process. Such concerns vary in quantity, and few are flamboyant enough to be convincing. Some of the more routine issues that Reps are courteous enough to raise with the company include marketing, lead generation, CRM, and sales management.
Listen to the reps and try to find a way to remove those obstacles, whatever they may be, to facilitate the selling process for your team. Getting rid of even hindrances that are, at times, deemed by management as ‘explanations’ is necessary, as this only serves to spotlight the cause of the crisis at hand.
Ways to Successfully Implement Sales Training.
Winning Sales and selling is crucial for the company. Some tips you can use for a successful sales strategy training are:
- You must enrol employees in courses. Almost every such structure can be found in selling organisations.
- An effective strategy is to develop courses after conducting a need analysis so that the resources are well-spent.
- Sales Coaching is one additional method of helping with the follow-through and ownership of new selling habits.
- Connect with a consultant and take advice
- Build an open communication system within your organisation
- Be transparent about what you expect from your employees.
How Can Power Of Sales Help in Sales Training UK?
With Power of Sales, you can improve the performance of your sales team. The company provides expert advice on performance management training, mentoring, and hiring sales teams to maximise performance.
Conclusion
The appropriate harnessing of sales training involves getting the right people, ensuring the development of strategised programs, and providing continual managerial assistance. Employees’ needs and challenges in the available training should be integrated into the training to enhance performance.
FAQs for Biggest problems with sales training
What is the biggest challenge in sales?
The most difficult aspect of selling is maintaining the faith and relationships of potential clients, especially with the current trend of excessive rivalry, since prospects can access unlimited information.
What is wrong with current sales training tactics?
The current sales strategy has a one-size-fits-all attitude, which only caters to some.
What is the most difficult part of sales?
The most difficult part of sales is to face rejection and be optimistic.