Is It Time To Rethink Your Sales Training Program or Is Your Sales Training Delivering Results?

Sales is still a must for any company who wishes to stay in the marketplace. A recent Internet search uncovered over 471,000,000 hits on the words sales or selling. Visiting an Internet bookstore revealed similar interest with almost 11,400 titles including the key word of sales, over 8,208 titles with the key word of selling and 4,700 titles with the key words of sales and marketing.

Extensive research conducted by the American Society for Testing and Development (ASTD) discovered direct training expenditures were 2% of payroll costs with another 10% of more in indirect costs. With all of this interest and dollars being invested in training and development for improved sales, possibly now is the time to assess your sales development.

The following evaluation is for you, your manager, or your organization to determine the effectiveness of the current sales development initiatives within your company. After taking this quick assessment, some thoughts and questions to consider have been provided to help you truly discover how to secure the sales development results that you desire and more importantly require in today's highly competitive global business market.

1. Are the learning engagements training (learning a new skill) or development (enhancing a current skill set to improve the already learned skill)?

 Training  Development

2. Is there a minimum of 50 hours of training or development per year devoted to the development of the necessary skills, knowledge, attitudes and habits necessary to become a world class organization?

 No  Yes

3. Is the training or development offered on a weekly or biweekly basis providing ongoing opportunities for application and feedback?

 No  Yes

4. Is the training or development offered on a monthly, quarterly or annual basis where learning engagements exceed 6 hours per day without opportunities for application and feedback between learning engagements?

 No  Yes

5. Is the training or development aligned with the current organizational goals and supported from the top down by the CEO and executive committee?

 No  Yes

6. Is the training or development based upon "core" competencies?  No  Yes

7. If training or development is based upon "core" competencies, how many times have you had to repeat the training?

 None  1 time  2 times  3 times  4 times or more

8. Is the training or development based upon "desired" results?

 No  Yes

9. If the training or development is based upon "desired" results, how many times have you had to repeat the training or development?

 None  1 time  2 times  3 times  4 times or more

10. Is the training or development based upon weaknesses or upon the strengths of each individual within the organization?

 Weaknesses  Strengths

Thoughts and Questions for Your Consideration

Now, that you have completed this straightforward assessment, the following thoughts and questions are designed to help you determine the effectiveness of your current sales training or development.

1. Are the learning engagements training (learning a new skill) or development (enhancing a current skill set to improve that already learned skill)?

 Training  Development

If answer was training and the objective is to learn a new skill, you are right on target! However, if your people already possess skills, then the learning needs to focus on development. Development goes beyond training and works to build the What's In It For Me (WIIFM) leading to the What's In It For Us (WIIFU).

2. Is there a minimum of 50 hours of training or development per year devoted to the development of the necessary skills, knowledge, attitudes and habits necessary to become a world class organization?

 No  Yes

If the answer was Yes, GREAT! You and your organization are committed to the your people and to reaching that next level of success. However, if any part of the answer was NO and you want to create a World-Class Organization, how are you going to achieve that goal? Much of the traditional training or development focuses on only knowledge and skills. Yet, performance failure more often than not is because of poor attitudes and habits. Attitude redevelopment is the KEY driving force to changing behaviors and securing sustainable results. Remember, if your people have spent at least 20 years learning something, one or even 10 hours per year will not significantly change their behaviors.

3. Is the training or development offered on a weekly or bi-weekly basis providing ongoing opportunities for application and feedback?

 No  Yes

If the answer was Yes, again CONGRATULTIONS! People need numerous opportunities to practice newly learned skills so that they are highly "competent" in both their attitudes and behaviors. For example we all know what 10 x 10 is. However, very few of us can answer as quickly and with as much confidence what 23 x 24 is.

4. Is the training or development offered on a monthly, quarterly or annual basis where learning engagements exceed 5 to 6 hours per day without opportunities for application and feedback between learning engagements?

 No  Yes

If the answer was Yes, then the learning may not be delivering the desired results and potentially creating a negative return on investment. Research suggests that a one time exposure to a learning event such as a 1 or 2 day full training or development session results in 50% cognitive retention after 24 hours; 25% cognitive retention after 48 hours and less than 2% cognitive retention after 16 days. Remember, the brain only absorbs, but the butt will endure.

5. Is the training or development aligned with the current organizational goals and supported from the top down by the CEO and executive committee?

 No  Yes

If you answered, Yes, again you and your company are headed for success. If the response was No, then you may wish to consider looking at your organizational goals to ensure alignment. An important side question to ask is can everyone in your organization name exactly the same top 3 organizational goals for the current year? If not, what are those "miss actions" costing you in terms of financials, leadership, relationships both external and internal and growth and innovation?

6. Is the training or development curriculum based upon "core" competencies?

 No  Yes

If you answered yes, then whose competencies are you using? Do all those competencies work for and with your organization and your people?

7. If training or development curriculum is based upon "core" competencies, how many times have you had to repeat the training?

 None  1 time  2 times  3 times  4 times or more

If you answered more than none, then is a core competency based curriculum, truly effective and creating the desired end result of transformation?

8. Is the training or development based upon "desired" results?

 No  Yes

If you answered No, then why are you undertaking this training or development?

9. If the training or development is based upon "desired" results, how many times have you had to repeat the training or development?

 None  1 time  2 times  3 times  4 times or more

If you answered more than none, then potentially, the desired end results were not clearly communicated within the ENTIRE organization. (Refer to above Question 5, the side question.)

10. Is the training or development based upon weaknesses or upon the strengths of each individual within the organization?

 Weaknesses  Strengths

If you answered, weaknesses, then the question is why do winning teams win? Is it because of their weaknesses or strengths? Training or development should be strength-based not weakness-based. A strength-based curriculum ensures that everyone is leveraging their assets while working to improve their potential strengths and weaknesses.

This quick assessment as well as the hints and questions are designed to help you easily recognize where your current efforts might be redirected to ensure that your sales training and development is truly delivering your desired end results.

Leanne Hoagland-Smith, M.S. President of ADVANCED SYSTEMS, is the Process Specialist. With over 25 years of business and education experience, she builds peace and abundance by connecting the 3P's of Passion, Purpose and Performance through process improvement. Her ROI driven process solutions affect sustainable change in 4 key areas: financials, leadership, relationships and growth & innovation with a variety of industries. She aligns the strategies, systems and people to develop loyal internal customers that lead to external customers. As co-author of M.A.G.I.C.A.L. Potential:Living an Amazing Life Beyond Purpose to Achievement due for June 2005 release, Leanne speaks nationally to a variety of audiences. Please call Leanne a call at 219.759.5601 or email leanne@processspecialist.com if you are seeking amazing results.

Copyright 2005 Leanne Hoagland-Smith, http://www.processspecialist.com

Permission to publish this article, electronically or in print, as long as the bylines are included, with a live link, and the article is not changed in any way (grammatical corrections accepted)

---

Increase Your Sales Without Spending Another Cent

Many home business owners lament they don't have enough cash... Read More

A Stupid Question

This is a stupid question but it has to be... Read More

Three Ways To Get A Prospect To Say Yes To Your Offer

Here are three proven ways that will increase your sales:1.... Read More

The Power of Confidence

My experience has taught me that people want to buy... Read More

Sales Training - What Is a Disguised Implied Need?

Have you ever been in the position where you are... Read More

3 Hot Ways To Crank Up Your Sales

1) QUICK FOLLOW-UPSWhen you make your first sale, follow-up with... Read More

How To Attract Buyers Using The Right Sales Terminology

It is always important that you use the right terms... Read More

Sharpening Your Sales Skills

Making a living in sales can be very rewarding, however,... Read More

How To Improve Your Sales Skills

One of the biggest problems for many business owners is... Read More

Nine Competencies of the Complete Sales Professional

Have you ever tried to explain to someone what you... Read More

Make More Sales By Airing Your Dirty Laundry

There's an old saying, "Don't air your dirty laundry".If you're... Read More

You Dont Love Your Kids if You Dont . . .

"You don't love your kids if you don't buy my... Read More

Youre Hired... I Think

I'm not a fan of "The Donald" and I had... Read More

Is It Time To Rethink Your Sales Training Program or Is Your Sales Training Delivering Results?

Sales is still a must for any company who wishes... Read More

Cutting Through Stalls and Objections

It's the prospect. If stalls and objections frequently come up... Read More

The Art of Backend Selling

The art of backend sellingThe backend sale can be more... Read More

7 Sales Skills to Improve On

The following 7 sales skills are what I have found... Read More

Smart Discounting: The Right Way To Discount Your Products

If a store had a great discount in the middle... Read More

11 Powerful Methods of Sales Lead Generation

Are you searching for new and innovative ways of sales... Read More

10 Ways To Improve Your Sales

1. Determine your current situation. How are you currently positioned... Read More

Effective Account Management

Congratulations! You successfully sold one or more of your company's... Read More

How To Master The Art And Science Of Super Salesmanship In 3½ Minutes Flat!

Dear Friend,You #1 weapon in advertising will always be...Superior Salesmanship.I... Read More

The First Step to Stress-Free Selling (TM)

Step 1: Get Ready - Create a foundation you can... Read More

How a Best Buy Sales Clerk Taught Me the Simple 6 Step Formula to Close ANY Sale!

Follow this story...I went to Best Buy today to get... Read More

Getting Them to Buy: The Two Most Important Pieces to the Sales Pitch

Why are some sales pitches more persuasive than others? Are... Read More

Successful Sales People Know Which Differentiators Matter

Know where to focus. Not everyone evaluates product solutions with... Read More

When The Clock Strikes Twelve!

I just finished reading another sales copy ending with the... Read More

It Is Not The Price That Is Keeping You From Making The Sale

Most salespeople are under the false belief that the lower... Read More

Less is More: Quick Tips to Improve Your Sales

I'll be brief. If not ? I'll negate my own... Read More

Direct Sales and the Use of Clipboards

Do you ever feel that when you are doing direct... Read More

The Top Five Traits of a Successful Salesperson

If you're looking for a successful salesperson to hire, a... Read More

The Business of Closing the Sale Without Killing It

You must be able to coordinate your sales talk to... Read More

Simple Technique for Isolating Objections

To isolate any objection quickly you can use this effective... Read More