Have investments in sales training fallen short of the results you need?
Imagine the ROI if your sales team implemented everything they learned.
Most owners and CEOs recognize gaps in skills when they compare the variances in their staff’s key metrics, such as closing percentage, new leads generated, average sale size and gross margin between team members. Conservative estimates place company losses from ineffective salespeople at more than $100K per year. Training is the easy solution; but all too often there is limited coaching or accountability to change behavior. Training winds up being a waste of time and money.
With a strong coaching and training process you will get the ROI that you need from your investments in staff development. Imagine your sales team as the “best of the best,” winning market share while holding margins and selling your unique value. Your team will have greatly improved selling skills in managing the complex sale. The result is a jump in your bottom-line results.
If you’re disappointed with past sales training outcomes, you’re in a big club. Traditional training will produce a small spike in sales results; it seldom changes long-term behaviors. Even managers who offer routine training are disappointed with the lack of behavior change. Why? Because fewer that 25% of companies have a systematic coaching process in place. Without a coaching process, salespeople will under-produce their abilit by 20%.
Start a customized, individualized, data-driven sales development plan. We first study your unique sales metrics that need improvement and analyze detailed assessments of your staff. The assessments examine individual skills, attitudes and activities that underlie poor performance. Based on that data, we customize the development plan that creates the most productive long-term sales behavior.
| These initiatives are based on adult learning, which requires reinforcement and accountability to produce real behavioral changes. The formal training is the starting point for the implementation of a long-term coaching process. That process is customized based on issues uncovered in the assessment and is designed to hold the staff accountable for required behavior changes needed to successfully meet goals. The SGS training and coaching process focuses on changing behavior to get bottom-line, predictable sales results. |
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Invest in your sales staff’s ability to get bottom-line sales results.
Investing in your sales staff skill is one of the most profitable investments you can make and significantly add to your bottom line. If you have questions about how SGS can help customize training and coaching processes that will deliver bottom line results please contact SGS.
