Did you know 72% of adults read because they want to learn something, but 50% say lack of time keeps them from reading?
Did you know by 2016 US mobile users will increase from 174 million to 265 million?
Did you know developers are building MORE B2B and B2E apps (up from 29.3% in 2010 to 42.7% in 2013)?
Did you know 76% of businesses say mobile devices have increased employee responsiveness and decision-making speed?
What does a statistic on reading, mobility, app development, and employee responsiveness have to do with the other? A lot. The truth is most companies still require sales people to attend sales training events. These training events fire hose people with a lot of great information, sales increase for a limited time, then slump back down to the same level as before. Unfortunately, most of that great information is forgotten within 30 days. To counteract that loss, most training events provide books or binders of information to refer to at a later date. That’s great if that is how people live, learn, and function in today’s world. But let me ask you this: when was the last time you needed to learn a skill or brush up on some how-to you hadn’t done in a long time, or wanted to improve on a skill?
Someday we won’t send people to sales training just to have them forget what they learned thirty days later.
Someday managers won’t wait until sales people fail to start coaching them. They won’t have to rely on trainers to improve the skill and knowledge of their people.
Someday, executives will know how sales learning and coaching impact sales behavior and results. Someday sales technology will actually help sales people – help them learn, help them grow, help them win.
A competitor changes one of your prospects needs by providing a product with a capability your solution doesn’t possess. That’s right. It’s something the prospect now says they want, and there’s nothing on the horizon with your R&D department that would suggest you will have that capability anytime soon.
Oh yes, things do change, and for some there’s nothing much worse than a competitor who changes the playing field by convincing a customer they need something you may never have.
Nice guys don’t necessarily get the sale.
If only I had a dollar for every time I’ve heard a sales manager say, “His prospects and customers love him, but he just can’t close,” or a salesperson says, “I’m feeling really good about winning this sale. The customer LOVES me.”
Niceness doesn’t pay your mortgage.
It’s often said that people buy from someone they like. If you believe that to be true, it would make sense that the nicer the person, the greater their chances of success in selling. So how come some of the most likeable people I’ve ever met have been complete and total failures as salespeople? The truth is, buyers can love you but still not buy from you. Unfortunately, in sales, love only matters when it’s accompanied by a check and an executed agreement.
In my last blog, I referenced a troublesome statistic found when doing some Internet reading. One company’s research suggested 90% of sales training initiatives fail. While troublesome, it wasn’t necessarily surprising. Most research and surveys suggests, at best, short-term impact on sales productivity from investments in traditional training programs for sellers.
I think it’s time to come to this conclusion: sales training, in and of itself, doesn’t work.
The problem isn’t necessarily the quality of the training being offered. Many a company has failed in implementing great programs that could have had a significant impact had they simply executed. If the impact is any measure, a short-term boost in sales should tell us something is working, something is right. Remember, research submits that 90% of initiatives fail. That means 10% succeed. What are 10 companies out of 100 doing the other 90 aren’t?