A Recipe For Success: Sales Training, Coaching, and Information

I found another great article on sales training was written by Grant Cardone that continues a thought from my last post on how to correctly implement training. Grant and I share the same opinion that sales training is not only important but is actually a necessity. The question is how to correctly implement that training. Training needs to occur frequently, and the training needs to be up to date and on relevant topics.

In my last post I mentioned that it wasn’t enough to simply send your sales reps to training sessions, but that as a manager it is also your responsibility to coach your reps on how to apply what they have learned in those sessions. Grant adds to this point by talking about how it is just as important for the mangers to attend the training as it for the rest of the sales team. This may not always be because the managers need the training, but they do need to understand the context of the concepts so that they may have a better understanding of how to assist their reps in applying the training.

Similar to training, reps need to have the most up to date, relevant information about their prospects and fledgling clients. Incorrect or outdated information is a huge time waster and one of the worst things that can happen while trying to make a sale. When this happens, the prospect will lose confidence in the rep’s level of effort and in general their ability to deliver a helpful solution. Without the correct tools and information to approach a prospect, the sales person is going into a sale blindly which will usually result in a failed opportunity.

Frequent training on relevant topics plus up to date information and prospecting tools is a surefire recipe for success when it comes to sales.