What’s Wrong With Your Sales Training Program – HBR

Are you still using the sales manual you threw together some years ago?  If so, you are the cause in your defeat.

Excerpt: Somehow, “successful” sales training has become associated with a thick binder of material the salesperson lugs home from the class (never to open again). The classroom experience is based mainly upon rote memorization of facts. There is little in the way of interaction, practical exercises, or meaningful conversation about the difficult “real-world” obstacles that need to be overcome. The training classes are pre-packaged sessions that are taught the same way over and over again, regardless of the changing competitive landscape.  In this article we review four critical elements that are commonly missing from today’s sales training programs. Take a look at your own sales training program to determine whether:

Read full article via What’s Wrong With Your Sales Training Program – Steve W. Martin – Harvard Business Review.

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