Imagine a company struggling to be successful. Learning that the most successful companies have a strong sales culture, the owner of the struggling company decides to copy the other’s examples. The owner invests thousands of dollars to attend training, buy books and videos, and hire consultants so the company will have a great sales team. However, when sales do not improve the owner becomes convinced that their market is different and sales techniques do not work here.
Sound familiar? If it does, before you toss out those videos or start asking for refunds, you need to know what sales trainers have known for a long time. Sales techniques really do work in all markets and when they are not working, they are not being used correctly. Your people will swear they are using the techniques they were taught, but how can you be sure? Here are some strategies that will help you discover what’s happening after sales training and how to improve it.