DMTraining: The Continuous Need for Sales Training

Everything around us is constantly changing This is especially true for sales professionals Despite these changes often times we still feel like we know what needs to be done so we continue doing the same things over and over again year after year But is this really the right approachTenured professors at universities still attend conferences in their subjectmatter area in addition to those related to new teaching methods and ways to engage students Professional athletes donamp8217t stop training once theyamp8217ve won a championship They continue practicing and improving their skills on a daily basisSellers are no exception With new emerging technology social media networks even evolving company structures itamp8217s imperative that salespeople constantly learn how to adapt their selling methods and approachLong gone are the days of sellers simply being amp8220order takersamp8221 Selling now requires a more educated and thoughtful outlook Traditional and digital media sellers junior and senior level alike must focus on expanding their perspective through trainingamp160 Product training is obvious but what is often overlooked is taking the time to brush up on essential sales skills as well as the need to thoroughly understand the competitive landscape and how to successfully sell and position against itBeing experienced can sometimes fool us into thinking weamp8217re done learning or that we shouldnamp8217t try new ways of doing things Sales training brings into question how youamp8217re talking about your offering and to whom how youamp8217re managing your time and what youamp8217re measuringFocusing on the words that come out of your mouth during sales calls is crucial Yet after a while we stop listening to ourselves and also to others Weamp8217ve been through the process so many times that everything is just damp233jamp224 vuAfter doing the same things day in and day out we feel like weamp8217re experts We do them in the best and most efficient way possible right But weamp8217re not always hitting our goals amp8230 so thereamp8217s obviously some disconnectStepping back with training will help us refocus on what we say and how we say it Itamp8217ll help us make little changes that can make a huge difference in the long run It will also help us reassess who weamp8217re targeting and our approach to themTime management is something we all seem to struggle with Most of the time we get so caught up in finishing lots of busy work that we rarely put the spotlight on doing tasks which are truly productive Sales training shifts our attention to the activities that move the needle such as prospecting and qualifying Learning to prioritize and stop wasting time is something everyone can aim to improveFinally sellers need to learn how to accurately track their activities CRMs exist to keep a record of the entire sales process yet they are rarely used properly and often extremely underutilized Ensuring that the appropriate activities are being measured with the corresponding sales ratios is something that will help any seller improve Knowing whatamp8217s actually working and what isnamp8217t where more time and energy should be expended and how it all fits into hitting revenue goals is key for any seller regardless of experience or industryAll salespeople can benefit greatly from sales training By introducing new methods and changing habits that are no longer constructive training assists sellers in working more efficiently and effectivelyThe opinions and points of view expressed in this commentary are exclusively the views of the author and do not necessarily represent the views of MediaVillageMyersBizNet management or associated bloggers

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DMTraining: The Continuous Need for Sales Training

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DMTraining: The Continuous Need for Sales Training

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