Sales is constantly evolving with the modern “sales-scape” containing untold opportunity, but also many pitfalls.
As sellers race to keep up with ever-increasing ways to get in front of prospects; Sales training, for the most part, has failed to keep up with the modern world
Here are 6 reasons why traditional sales training methods are becoming outdated:
- No benchmarks are set
Most sales training is not measured for success. No benchmarks are set to assess the success of training, and therefore, the return on investment cannot easily be measured. This is why a lot of companies stop investing in training in difficult economic times, because they can’t justify a return on expense.
- Your team learns skills – but nobody checks to see if they are implemented
Participants attend training for a day/half day and then go out into the world in the hope that they’ll implement their new-found skills. Indeed, in many cases, their manager doesn’t even attend the training. As such, there is a lack of accountability in making sure skills are implemented and, before-long, most sellers return to their comfort zone.
- Traditional sales training only addresses skills gaps
Sellers can learn all the skills in the world, but if leadership and the underlying processes and systems are not optimised for success as well, then sellers will not be able to utilise new-found skills effectively thus reducing the value of a training session.
- Traditional sales training is often generalist
While providers do create bespoke sessions, these tend to focus on specific skill topics regardless. Most training packages offer little scope to answer specific, bespoke “hot” questions that sellers have – unless they are raised and addresses in the specific training sessions.
- Sales training can be very expensive per head
Linking back to the ROI point in point 1, training can be very expensive per head and for the “contact time” delivered. This is especially the case for a smaller team. This can limit the perceived value of traditional methods and can also make the cost unjustifiable for smaller businesses with fledgling sales teams.
- Traditional sales training tends to focus on basic skills
Traditional training, especially foundational training, focusses on basic skills like closing, questioning, grabbing attention etc. There is limited scope to focus on the skills required in the modern world like social media, PR strategies, Email automations etc. Indeed, traditional training rarely aims to improve the overall skill base of a seller, nor their emotional and financial wellbeing.
Is Sales Training Dead?
No, absolutely not – investing in training your sales team is one of the best things a business can do, especially in challenging economic times. However, it’s wise to try to maximise the return you receive for training, and be able to evidence this, while also ensuring it encompasses everything the modern sales world will throw at your team.
What if you had….
Modern Sales Training that:
- Provides Accountability and Follow Up
- Establishes Benchmarks
- Demonstrates ROI continuously
- Looks at systems, structures, functions and processes – alongside skills
- Gives bespoke advice on an ongoing basis
- Works at every level of a sales function
- Provides opportunity to network with other sellers and make more sales
- Provides online support as standard – access anywhere and anytime for life
- Provides training in modern sales methodologies (e.g. social media for sales) delivered by subject matter experts
- Works holistically to improve skills, systems, wellbeing and revenue
The Ahead of Sales' Sales Team Accelerator
This is what the 6-month sales team accelerator by Ahead of Sales provides to businesses. Working directly with the sales leader and supporting the sales team, the accelerator transforms sales functions, upskills teams and provides true wrap-around support that drives scalable and ongoing revenue.
For more info:
Web: https://aheadofsales.co.uk
Email: jerry@aheadofsales.co.uk
Tel: +44 (0) 204 572 9693
Take our sales function health check quiz at https://saleshealthcheckquiz.aheadofsales.co.uk/
