Sales Training - Not Just Dinners and Drinks Anymore

Sales training has been one of the most dreaded annual events for every software sales and marketing exec for the past thirty years.  However, sales training can be productive if approached from the right perspective.  There is not denying that some companies are pulling revenue producing people from the field to do what sometimes amounts to nothing more than a large pub crawl.  Last week, I participated in a sales training that actually included sales info and sales training.  It is a novel idea that most companies fail to understand.  The event was a two day sales training that required all sales and marketing employees to come prepared to learn.  The training was a success mainly due to the expectation setting that occurred the prior week when the agenda was sent out with a prerequisite test.  By requiring everyone to study and test, it got us into the right frame of mind for the training.  For the first time, I arrived at a sales training with my head in learning mode instead of selling mode.  Did some prospecting suffer during the day leading to the event, yes, but I would suggest that the training was effective as a result of the prerequisite activities.  So, lesson learned, make sure that you assign some type of prerequisite learning with a test prior to your next sales training to get everyone's head in the game for the upcoming event. 

Comments

[Software Sales CV]

Hi! May I know where is the sales training conducted?

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The event was a two day sales training that required all sales and marketing employees to come prepared to learn. The training was a success mainly due to the expectation setting that occurred the prior week when the agenda was sent out with a prerequisite test