Spend half an hour researching online for the kind of sales training programs that are a big waste of money and time, and you?ll turn up some pretty sobering results. Corporations spend millions of dollars on motivational sales training seminars for their entire sales force only to discover that they do nothing to change behavior, attitudes or sales success.
The truth about sales training programs is that most simply do not work. That?s a lesson not lost on Steve Schiffman. As President of D.E.I. Management Group, Inc. ? one of the largest sales training companies in America ? he?s heard time and time again from corporations whose expensive investment in sales training generated nothing more than disappointment. In response, Schiffman takes great care to ensure that his motivational sales training seminars, sales management training and executive business coaching include the kind of practical instruction salespeople need to put theory into action ? from cold calling techniques to closing the sale.
Though any number of elements could be responsible for an ineffective sales training program, three stand out as common complaints:
1) Too much theory, and too little practicality. Anyone can develop a theory on how to boost sales results. What too few people can do is prove that it works. Some sales training programs promise the moon with their ?innovative? techniques, but have no real-world examples of its productiveness. Or they have examples, but don?t effectively teach seminar participants how to turn sales theory into sales action.
2) An inexperienced trainer who fails to engage the audience. Anyone qualified to teach a sales training program better have extensive experience on the frontlines of sales. He should have war stories to share ? both victories and defeats. And if he doesn?t know how to establish a rapport with the audience, or present the material in a compelling way, they?re not only going to tune him out, but discount the sales advice of someone who fails to sell himself.
3) Management doesn?t reinforce the training. Why train salespeople on a new approach if you?re not going to do the same for the sales managers? Yet, that?s exactly what many corporations do. Even if the sales force is excited about what they?ve learned, it does little good if sales managers don?t share the enthusiasm or fully understand the technique. Left out of the loop, some sales managers actually discourage their sales team from applying what they learned in the program.<
Steve Schiffman?s pragmatic approach to his motivational sales training seminars and executive business coaching is anything but theoretical. Certainly he touches on the theory behind his techniques, but only because he has three decades of real-world examples to back it up. In fact, that?s one of Schiffman?s tips to salespeople ? always be ready to share 10 stories about how you?ve helped 10 clients.
When it comes to experience, Steve Schiffman has been on the frontlines of sales for more than 30 years, employing a cold calling technique that typically generates a 75 percent response rate. He?s one of the country?s most sought-after motivational speakers on the subject of sales success and is a frequent guest on national radio and television programs. In other words, Schiffman excels at engaging audiences ? whether it?s a crowd of hundreds at one of his seminars, or a crowd of millions he?s connecting with through radio or TV.
Determined to implement his sales training expertise throughout all levels of a sales force, Schiffman has developed a sales management training program that he?s been leading successfully for years. In it he covers the same techniques as taught in the regular sales training programs, but with particular attention to leadership and reinforcement.
Sales training programs take time away from selling. So if they?re ineffective, you?re not only losing money on the cost of the program, but also on lost sales that could have been made in that lost time. The truth about sales training programs is that they can work, yet only with a practical, engaging, comprehensive approach ? the same kind of programs that Steve Schiffman has successfully shared with more than 500,000 people worldwide!
Demetro Carbone
Source: http://shortsaletraining.info/sales-training-programs/the-truth-about-sales-training-programs
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