Give the Devils their Due

Salespeople are people too, but boy are they different.

Most folks will considerately sit through the most boring training sessions with no more than a quiet yawn.

But not salespeople. They'll leave the room and head for the nearest pay phone.

Since a large portion of salespeople's take-home pay is based upon commissions, they’re attending training on their time and their own dollar.

And they'll walk out if they aren't getting their money's worth.

Wouldn't you?

My advice is to give the devils their due.

Experienced sales trainers are able to beat the cell phone syndrome by designing training to fit the unique needs and temperament of salespeople.

Good Sales Training Should...

Cut to the Chase

Clearly identify who needs the product, for what, and how to convince them to buy it. No more, and no less.

Be Activity Rich

A void boring lectures. Sales- people should spend less than 25 percent of the time listening to you talk. They should spend the other 75 percent involved in role plays, games, discussions, and simulated sales presentations.

Be Benefits Oriented

Continually stress the benefits of the product or program for the salesperson (e.g., higher commissions, greater visibility, expanded account base). Remember, you need to sell them before they can sell anyone else.

Copyright 2007, Joel Gendelman