Why Corporate Sales Training Often Fails to Achieve Desired Results

In order to change salespeople, trainers must be able to do far more than read a script, teach the curriculums, demonstrate the strategies and tactics and perform role plays.  Sales trainers must have a number of competencies beyond sales and training.  There are underlying reasons why salespeople do what they do, why they only do what’s comfortable, but not what we need them to do, and trainers must first understand that.

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