"Sales training doesn't work." "When the student is ready, the teacher will appear." "I have the wrong people." "These people don't care, so why bother." "I can't even get these guys to use the CRM, how will I get them to train?" "My people are lazy." "We tried training before and it didn't work." "Not my responsibility to train them." "That's the manager's job." "If they're not willing to invest in themselves, why should I invest in them?"
There are a myriad of excuses for not training sales people. Some of these excuses shift blame, others justify why not. In Grant Cardone's landslide book, The Closer's Survival Guide, Grant shows us that when there is a NO to something good, something beneficial, something with real value, that usually represents a lack of KNOW.
"A NO in any area of life comes from missing KNOWLEDGE and WISDOM."
That means no money, no girl, no time, no food, no job.
So if there is NO sales training in your company, it's usually a result of a lack of KNOW. It doesn't matter which company you work with or if you train in house. Grant has laid out 7 key reasons sales training doesn't work. Let's look at each and see which ones apply to us.
Here are 7 reason it hasn't worked before and also how to make it work this time
1. Training is not done daily
2. Training isn't easily made available
3. Training doesn't hit on ALL levels of ability
4. Training isn't quick and efficient
5. Training doesn't solve problems in real time
6. Training isn't engaging
7. Training isn't trackable
If you're looking to train your people better and you'd like to talk to someone about how to make training stick, reach over to David Bradley at firstname.lastname@example.org to see a live example of an effective sales training program that generates real results, crafts professional sales people, builds a solid leadership base, helps with hiring and recruiting, and handles all seven of these issues.