Geschreven door Marijn de Geus | August 05, 2016
The importance of a sales training programme can hardly be overestimated. Subsequently, a lot is spent on it: more than a billion dollars each year worldwide. Most training programmes are, however, still exactly the same as ten years ago, with the same worthless results. Is your sales training up to date? If you recognise any of the following 6 signs, it’s probably time to consider another approach.
1. The sales figures of your new product are disappointing
An excellent new product, a serious training programme, and yet the sales figures are disappointing? Then it’s likely that the programme was mostly focused on the product, not on the conversation with the customer. A new product or service requires a new sales method. The Association for Talent Development (ASTD) has concluded that only 38% of sales persons is offered formal training for launches of new products. Moreover, these programmes mostly consist of knowledge transfer. Only 3% of these training programmes consist of role plays to practise how to apply this new information in a conversation. Using modern video role plays, you will make sure that the employees get enough practice before and in between sales talks.
Read our complete article on TrainingIndustry.com. Which signs do you recognize?