Nine ways to make sales training more effective

Sales Training

Geoffrey James recently published a blog entitled – 9 Ways to Make Sales Training More Effective.  It is quick read and all nine points are worth noting.

Two points seemed to us to be worth highlighting.  Point 4 noted the importance of focusing on the fundamental skills – this is a great point.  When it comers to training, it is key to remember that fundamental and simple are not the same thing.  Mastery of the fundamental skills is extremely difficult and mastery is what is required in today’s competitive markets.

Point 6 tees up the idea of always using role-plays in sales training programs.  We think this idea is one of the reasons it is always useful to consider sales simulations as a methodology for your sales training.  We discuss the use of sales simulations on a recent blog video – Exploring the Merits of Sales Simulations.

Check out other posts on sales effectiveness at the Sales Training Connection.

About Richard Ruff

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. During his career Dick has authored numerous articles related to sales effectiveness and co-authored "Managing Major Sales", a book about sales management, "Parlez-Vous Business" which helps sales people integrate the language of business into the sales process, and "Getting Partnering Right" – a research based work on the best practices for forming strategic selling alliances. Dr. Ruff received his Ph.D. in Organizational Psychology from the University of Tennessee and a B.S. from Rennsselaer Polytechnic Institute.
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