14. February 2011 17:22
One of the biggest reasons Business Owners, VP’s and Sales Managers shun requests for 3rd party sales training simply boils down to ROI.
They have been down that road before, and they don’t want to waste time or money again. As the saying goes, “Fool me once”… you know the rest.
Can You Blame Them?
How can you? They’ve been burned by previous sales reps that wasted the opportunities, were “know it alls” or simply went back to their old poor sales skills that produce mediocre results - within days after the sales training ending. Would you throw money in that pit if you were in their position? Me neither.
How to Prove You're Different and WORTH the Investment!
Want to get the most out of your next sales training program
? According to Lorri Freifeld
– Editor and Chief of TrainingMag.com
, individuals need to identify their reasons for wanting the training.
“Make a list of benefits that motivate you to change. This is the “WHY”. Say “I will do this because…” and then list at least five reasons”.
Let’s Make a Deal
Show your commitment by being willing to have some skin in the game.
One way you can do this (after presenting your top 5 reasons why you want the training) is to make a deal with your company… Example: If after 90-days of completing the training they don’t see at least a 10% increase in sales performance, you pay them back!
There isn’t a company in business today that would scoff at a 10% increase in sales performance let alone at an aggressive, self-motivated sales rep willing to lay it all on the line to make it happen. It’s a win / win scenario for everyone involved (except for your competitors, of course)
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