Maybe a better question is…
Would you spend time decorating a house that was structurally unstable?
Training the sales team properly is costly…time and money.
Here are a few things you should look at before you think about booking sales training:
1. What are the sales management skills like in the team?
2. Is the reward program driving the correct/desired behaviours?
3. Is the sales process lean, efficient, transparent?
4. Do you have the correct pricing in place for the market conditions?
5. Are the sales team achieving KPI targets?
6. What is the culture like in the team?
7. Is anyone in the team hitting target?
8. Where are the sales opportunities being leaked from?
9. What are the trends in sales performance?
10. How closely are the sales processes being followed?
11. How consistent is the performance in the sales team?
12. How are the sales team being managed?
13. What robust is the sales reporting? and are KPI’s being integrated?
14. Are there any market forces at play that have destabilised the sales process/pitch/marketplace?
All these questions need to be explored before thinking about training the sales team, not only to avoid costly mistakes but also to establish that the sales team are operating in a solid, stable and sales friendly environment and have a saleable proposition.
Carol Griffiths – Lead Consultant and Director
Morton Kyle Limited
0779 002 1885