Sales Training and Coaching - The Why behind the How!

Realize that selling is a numbers game. Get more no’s and you’ll get more yes’s.
Sidney Friedman

When you miss the sale, it is even more important to make a cheerful, friendly, optimistic, and courteous exit than it is when you make the sale.
Zig Ziglar
· Don’t pity yourself
· Start each day with a target
· Be friendly always
· Always set an additional step then necessary
· Be alert for each opportunity
· Each problem has a positive side
· Laugh in moment of hatred and anger
· Concentrate on one thing
· Be proud and satisfied
· Examine the acts of the day at night
Og Mandino
The Value of Training
A kung Fu master trains his disciples about the rigors involved in learning the intricacies of movements of the martial art form. Every Samurai warrior has a master. A tiger cub learns the skill of hunting from his mother. A mamma bear teaches her cubs where to stand in the stream to catch fish without being swept off by the strong currents. Music students are trained by virtuosos in perfecting notes, professional athletes train under expert coaches constantly pushing the limits of endurance and strength, experienced mechanics guide trainee mechanics, and parents acquaint their children about the ways of the world and train them in social skills. Every skill that has to be learned requires training. Ever imagined a pilot or a ballet dancer without training?
Sales – a formidable part of daily life and that is practiced by everybody is no exception to this rule. Though the debate is still on – whether a good sales man is a natural seller or a trained one, there is no denying the fact that training can improve sales skills and effectiveness. Of course, there are natural super sales men, artists, actors, wealth makers, and other geniuses that are not formally trained by anybody. But their numbers are very limited and even they have received some form of guidance at the initial stages of their career by unsung coaches, trainers, or parents. Tiger Woods may not have been trained as Andre Agassi was coached by the celebrity coach Nick Bolletierri, but he learnt the nuances of golf from his father in his initial years before ascending the rungs.
Sales skill is a part science and part art form that can be honed to perfection with practice under the guidance of a guru. Sales involves product knowledge, good communication and presentation skills, understanding buyer psychology, terrific people skills, and a positive attitude. On the surface it may sound simple but sales involves complex techniques and requires a mastery over them. Neither everyone is endowed with these qualities since birth, nor do they join sales fully loaded with the requisite qualities. Sales skills training target these aspects of sales and empower sales personnel with the necessary skills to win over customers.
Business sales training prepares rookies in sales to learn the tricks of the trade. Those with experience in sales also may sometimes get disheartened and will be at a loss to explain their low performance. They benefit from the expertise of a sales guru’s motivational sales training. Every organization that has a sales department invests in sales and marketing training to enhance the skill levels of its sales force. Some do it frequently and others periodically. Sales management training imparted by sales management consultants may target the sales process adopted by a business or its entire sales force for performance enhancement.
About the Author
Doug Dvorak helps companies and professionals achieve results through customized, creative and non-traditional sales training systems that are “one size fits one” and developed to the unique business needs and “sales pain points” of each client.
He is available to speak on these topics.

For more information visit http://www.salescoach.us or call 847-359-6969

Permission is granted to reprint this article in print or on your web site as long as the paragraph above is included and contact information is provided

Copyright 2008 The Sales Coaching Institute, Inc.Sales Skills Training l Strategic Sales Coaching Chicago, IL l 847-359-6969 l doug@dougdvorak.comhttp://www.salescoach.us

How Sales Training Consultants Empower Sales Forces

Sales coaches and sales training speakers are veterans in the field of sales. Equipped with years of hard on-field experience these pundits know how and what works in sales. They enrich their knowledge derived from higher education in business or sales and marketing administration with a liberal dose of practical wisdom. Staying up-to-date with the evolving technologies that relate to sales, they provide the best sales skills training. From macro to micro level, these astute sales coaches are adept at dealing with all sorts of problems dogging the sales department of an organization. Their deep insight and practical suggestions help businesses improve their overall sales performance. Sales management consultants are great psychologists too and can easily read the body language and attitude of sales people and suggest remedies if need be. They come loaded with tons of motivational and positive energy to charge up a sluggish and lackluster sales force.
Sales training speakers lift up the sagging morale of the sales force of an organization. Sales management consultants zero in on the problems bothering the sales team. Out of the box thinking and uncritical way of suggesting solutions endear them to the sales team and their ideas are accepted without much resistance. Sales training consultants also lay down flawless sales processes for businesses. Sales management consultants check each and every step of the sales process of a business and track down flaws. Their latest ideas and methods help in overhauling faulty sales processes completely. They identify the strengths and weaknesses of the sales force and suggest ways to overcome the weaknesses and capitalize on the strengths.
Sales training speakers empower sales teams with their insightful advices. Their sales tips change the attitude of the sales people of an organization. They teach the sales staff to take control and be in charge. Ideally, sales can happen in a situation where the prospect has a problem or a need and the sales person provides a solution to the problem or addresses the need. That means the solution provider, the sales person should be in control, and not the solution seeker. Productive sales training consulting is based on this and trains sales persons to operate from a point of strength and not weakness. Sales training speakers from good sales training institutes motivate and prepare winners. And most importantly they do it in the most pleasant and inoffensive way.
Business and Motivational Sales Training - Target Areas
A professional sales trainer identifies what ails the sales department and then he sets about his job of fixing things. The aim of the sales management consultant is to identify weak areas and suggest remedies to fortify them. It could be the lack of proper co-ordination between the sales and the customer service department that’s resulting in a lot of communication gaps and giving rise to confusion in the minds of the customers. Or it could be the poor after sales service that is fetching less repeat business.
A reputable sales training institute and its trainer will pin down the causes of low performance with thorough analysis of every aspect of sales and related issues of the company. A simple thing as an unclear product description brochure could confuse the sales staff. The sales staff may be following an ineffective or a sales process that they view as “too theoretical” or “management’s fantasy”. A professional sales training consultant would detect the flaws and suggest remedial measures.
About the Author
Doug Dvorak helps companies and professionals achieve results through customized, creative and non-traditional sales training systems that are “one size fits one” and developed to the unique business needs and “sales pain points” of each client.
He is available to speak on these topics.

For more information visit http://www.salescoach.us or call 847-359-6969

Permission is granted to reprint this article in print or on your web site as long as the paragraph above is included and contact information is provided

Copyright 2008 The Sales Coaching Institute, Inc.Sales Skills Training l Strategic Sales Coaching Chicago, IL l 847-359-6969 l doug@dougdvorak.comhttp://www.salescoach.us

How Hiring a Sales Training Specialist can Jump Start Your Bottom line Profits

The Natural Salesmen
Selling is an art and there are people naturally gifted with this art. Right from birth these natural salesmen get busy marketing the only product they have – themselves. They clutch a tuft of their mother’s hair or dad’s ears and pull their faces towards themselves. They wave their hands, paddle their legs, clap, laugh, giggle, and cry to get attention as well as care.

These smart babies grow up to be successful salesmen in school too. They make neat profits by selling lemonade, old comics, used video games, and other knick knacks thus laying the foundation for a remarkable sales career ahead.

But that doesn’t mean that those that haven’t sold old video games for a profit in school cannot become successful sales professionals when they grow up. They can – through training.

What Sales Training Specialists Do
Sales involve techniques that require constant honing. Personal appearance, body language, timing of making calls, words chosen while making a presentation, knowledge about the market and competition, the requirement of the client etc. – there are a host of things a sales person should be well versed in. Even the handshake has to be right for a potential sale.

Sales training specialists can teach the sales team of an organization about the basics of sales to complicated things like improving sales metrics.

Sales training specialists know how the latest effective sales models function. Combining the latest sales methods with the traditional sales wisdom, they educate your sales team about the successful ways of selling. In a conference room, class room type set up, or even in the field they coach the sales team about the rudiments of progressive sales training tips, tricks and techniques.

Just hand over to the sales training professional a group of people who are eager to learn and change. He will do the rest.

Sales trainers will also identify any existing problem with your sales people. Is someone in your sales team having problems in closing? Or is somebody finding it difficult in converting cold calls into appointments? Sales trainers will help correct the flaws and improve the bottom line – profits.

Hard Facts
The USA places increased emphasis on training of the workforce. The American Society for Training and Development (ASTD) estimates that US corporations spent $109.25 billion on employee learning and training in 2006. A study of 11 global high tech companies carried out in April 2007 by ASTD and sponsored by Hewlett Packard, points out that organizations spend nearly 75-80% of their training budget on sales training. The study also confirms that sales training does help in developing robust competency models to help accelerating sales and push profits up.

It makes a lot of business sense to hire a sales training specialist.

How Hiring a Sales Training Specialist can Jump Start Your Bottom line Profits

The Natural Salesmen
Selling is an art and there are people naturally gifted with this art. Right from birth these natural salesmen get busy marketing the only product they have – themselves. They clutch a tuft of their mother’s hair or dad’s ears and pull their faces towards themselves. They wave their hands, paddle their legs, clap, laugh, giggle, and cry to get attention as well as care.

These smart babies grow up to be successful salesmen in school too. They make neat profits by selling lemonade, old comics, used video games, and other knick knacks thus laying the foundation for a remarkable sales career ahead.

But that doesn’t mean that those that haven’t sold old video games for a profit in school cannot become successful sales professionals when they grow up. They can – through training.

What Sales Training Specialists Do
Sales involve techniques that require constant honing. Personal appearance, body language, timing of making calls, words chosen while making a presentation, knowledge about the market and competition, the requirement of the client etc. – there are a host of things a sales person should be well versed in. Even the handshake has to be right for a potential sale.

Sales training specialists can teach the sales team of an organization about the basics of sales to complicated things like improving sales metrics.

Sales training specialists know how the latest effective sales models function. Combining the latest sales methods with the traditional sales wisdom, they educate your sales team about the successful ways of selling. In a conference room, class room type set up, or even in the field they coach the sales team about the rudiments of progressive sales training tips, tricks and techniques.

Just hand over to the sales training professional a group of people who are eager to learn and change. He will do the rest.

Sales trainers will also identify any existing problem with your sales people. Is someone in your sales team having problems in closing? Or is somebody finding it difficult in converting cold calls into appointments? Sales trainers will help correct the flaws and improve the bottom line – profits.

Hard Facts
The USA places increased emphasis on training of the workforce. The American Society for Training and Development (ASTD) estimates that US corporations spent $109.25 billion on employee learning and training in 2006. A study of 11 global high tech companies carried out in April 2007 by ASTD and sponsored by Hewlett Packard, points out that organizations spend nearly 75-80% of their training budget on sales training. The study also confirms that sales training does help in developing robust competency models to help accelerating sales and push profits up.

It makes a lot of business sense to hire a sales training specialist.

Don’t have a Sales Manager – Hire a Sales Training Consultant to Help Increase Sales!

Omnipresent Sales Forces
In the increasingly competitive business landscape, sales teams of business establishments have become indispensable features. From start ups to established big multi-national companies – every organization that sells products or services has a sales team. The size of the sales teams may vary from a one man army to battalions of sales people, but a sales department is a must for most companies and firms.

Role of Sales Managers
Usually a sales manager leads the team of sales people. This need not be true in all cases. With sales persons reporting directly to the vice-president or to the owner (in case of small firms) there are no sales managers in many organizations.

However, a sales manager is expected to lead the sales team. He is supposed to be the friend, philosopher, and guide of the sales persons. Typically a sales manager monitors the progress of the individual sales persons and the team as well. Due to various reasons, ranging from personal to professional, performance of the sales team gets affected from time to time. The sales manager sorts out the professional issues and advises as a friend on personal ones. He also acts as a link between the sales staff and senior management.

Sales Training Consultants are not Mere Substitutes, They are Better
In the absence of a sales manager this vital role can be entrusted to sales training consultants. Sales training consultants are seasoned and skilled sales professionals that have sound market knowledge and profound insight in to human behavior as well. Their sales wisdom and information about the latest market trends come with diligent study and years of in field experience.

Sales training consultants are adept at detecting flaws in the sales methodology of a business organization. They are equally skilled in zeroing in on causes of under- performance of the sales staff. They are part marketing experts and part psychologists that are respected for their capability to suggest remedies to increase sales.

From motivating the sales staff to weeding out unproductive sales practices, these gurus of marketing are good at the entire gamut of sales related activities. These pros not only perform what sales managers can but they also do some more such as:

Sales training consultants can present the much emphasized out-of-the-box thinking.

· They can develop better rapport with the sales staff by their friendly and easy manners. It has been observed that sales personnel trust sales training consultants and open up about their problems.

· They can call a spade a spade when it comes to honest analysis as they are not on the pay roll of the hiring firm.

So, hire a sales training consultant to boost your sales with the use of tested and proven methods.

Selling the Easy Way

Sell Sell Sell