What are Sales Managers thinking????©
Guest Blogger – Speaker / Sales Trainer / Author – Bill Truax
Sales managers have all the best intentions. They want to grow sales, increase their customer base, and retain their productive field sales people. Therefore, they provide sales training on a regular basis. Most companies do this. But they are doing this wrong!!!
Most sales people today are really customer service oriented. They seldom actually make formal presentations, because they
are calling on their customers primarily. So, sales training can be costly for several reasons:
- It is expensive in time and money
- It is repetitive
- The skills taught are not used very often.
I have spent thousands of hours in the field making sales calls with field sales professionals. I know what they do.
But, what they are being trained to do, presentation skills, is not necessarily what they actually do.
Most companies want a continuous flow of prospects, which should result in more new customers. This is the most logical way to grow a business.
Keep in mind; Prospecting is the most important sales skill since it is the only skill that puts the sales professional in a place to use all their other selling skills.©
So, it would only make sense to teach the field sales team how to Prospect! But few, if any, actually do. Instead, they go through another round of sales skills training.
I propose that every sales manager think about his or her field sales people. What are they good at? Probably establishing relationships and asking good questions. The perfect tools for Prospecting.
Spend less time on presentations skills training and more time on Prospecting training. Here are some reasons Prospecting training will pay off big time compared to sales presentation training.
- It is shorter, so less time away from the field
- It is a lot easier, field sales Prospecting is short and simple
- It costs a lot less
- It is much easier to track
- It is easy to maintain
- More prospects=more customers=more income
Imagine, if your field sales professionals make 6 simple field Prospecting calls a week, (which takes no more than 30 minutes total) in 40 weeks they will have made 240 Prospecting calls! How would that change their lives? And yours?
Remember, Prospecting is the most important sales skill since it is the only skill that puts the sales professional in a place to use all their other selling skills.
Sell Well and Often,
© Copyright 2012 WJ Truax
Bill Truax is a sales training consultant who created The BLITZ CALL® System for field sales Prospecting. He has made over 10,000 Blitz Calls himself working in the field. He has written a series of books on Prospecting for the commercial/industrial field sales professional. Bill@Itsjustaskill.com 440-336-3529 www.Itsjustaskill.com