The Cart, the Horse and Effective Sales Training
Frank Belzer is the Sales Archaeologist and Author of Sales Shift.
We had an interesting discussion today in our office related to how we could better help one of our clients. For a long time we have emphasized the fact that we are not a "sales training" company - we have a much broader focus that involves looking at every aspect of a sales organization. Sometimes, usually in fact, that involves training sales people to overcome weaknesses and implement better skills and techniques. BUT - that is not always a step that happens immediately or as early in the process as some clients might like.
Many times we need to start by fixing the sales leadership team. Other times we need to improve the processes or systems that are in place. Sometimes new people need brought on and other times the dead wood needs to be removed. Of course, there are some people that will push or promote training without building the right foundation, but any good effects would be short lived at best.
Don't be tempted to, as the old adage goes, put the cart before the horse, when it comes to developing sales people. Like so many things the order is as important as the content. If you are looking for historical lessons then reflect on the poor foundation that was laid and the lack of planning that has plagued buildings like the leaning tower of Pisa. You simply cannot rush or hurry through the laying of a foundation.