Miller Heiman has the ever popular \u201cblue sheet\u201d sales training, and there are many others like it. Teaching sales people how to sell isn\u2019t necessarily the type of training that\u2019s going to bring you higher revenues though. Years about Nabisco did a study on their non-sales skills sales training. They found that for ever $1000 they put into sales training, the salesperson could generate an additional $122K per year and $21K additional profit. What were the magic ingredients?<\/p>\n
Sales training should seldom be about selling. Most salespeople already know how to sell. Instead, what\u2019s often left out is a detailed understanding of product knowledge and the benefits customers can get. Competitive landscape is seldom ignored, but it\u2019s presented in biased and skewed ways. I\u2019ve often heard salespeople being told about all the competitor\u2019s faults, half of those being faults that they could have applied to themselves. Competitive comparisons that truly differentiate, positive or negative, and knowing how to exploit or defend are critical for allowing the salesperson to succeed. Lastly, most salespeople have a fairly specific audience. The profile of the target market should not be ignored. Often, specific preferences can be catered to if known.<\/p>\n
Training salespeople is highly specific to each company and even within each division\/region you may have. If you hired well, spend more time preparing your salespeople for the content of their conversations, not the process of their conversations.<\/p>\n","protected":false},"excerpt":{"rendered":"
Miller Heiman has the ever popular \u201cblue sheet\u201d sales training, and there are many others like it. Teaching sales people how to sell isn\u2019t necessarily the type of training that\u2019s going to bring you higher revenues though. Years about Nabisco…<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_coblocks_attr":"","_coblocks_dimensions":"","_coblocks_responsive_height":"","_coblocks_accordion_ie_support":"","footnotes":""},"categories":[12],"tags":[],"class_list":["post-594","post","type-post","status-publish","format-standard","hentry","category-learning-management"],"_links":{"self":[{"href":"https:\/\/systematichr.com\/index.php?rest_route=\/wp\/v2\/posts\/594","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/systematichr.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/systematichr.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/systematichr.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/systematichr.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=594"}],"version-history":[{"count":0,"href":"https:\/\/systematichr.com\/index.php?rest_route=\/wp\/v2\/posts\/594\/revisions"}],"wp:attachment":[{"href":"https:\/\/systematichr.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=594"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/systematichr.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=594"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/systematichr.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=594"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}