Sales Manager’s Corner: Sales Training “Do’s” & “Don’ts”

Good training will accomplish three goals:

  1. It will teach skills that develop efficient work habits (behavior).
  2. It will form positive attitudes that promote healthy self-esteem and belief systems.
  3. It will build salespeople’s knowledge of techniques which allow for qualifying, closing, and developing relationships.

Get the most out of your Sales Training:

Basic Do’s:

  • Let salespeople know what you expect of them
  • Let them know you are willing to help
  • Give positive recognition for skills learned and results achieved
  • Track activity and results
  • Keep salespeople informed on how to help each other
  • Provide an environment that allows people to break through comfort zones, take calculated risks, and tolerate failure (if there is learning)

Basic Don’ts:

  • Don’t assume everyone learns at the same pace. Be patient; some skills may require multiple demonstrations to be learned
  • Don’t expect everything to work the first time. Just because it looks easy, it may not. We all find certain skills difficult to learn or master
  • Don’t assume everyone will continue to practice a skill or strategy. Re-enforcement is needed. It’s an on-going process.
  • Don’t believe a salesperson knows how because they have prior experience. They may have inherited bad habits or incorrect methods that need to change.
  • Don’t expect perfection too soon. It takes time to develop good skills and habits. Be patient and supportive.
  • Don’t ridicule salespeople for making mistakes. We’ve all learned that mistakes become learning experiences. Some mistakes have been our greatest “teachers”.
  • Remember, learning takes place in small steps. Focus on results, with gradual improvements. Make immediate feedback (pros and cons) the norm.
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