effective sales training
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A Salesperson’s Terrible Reaction to Good Sales Training
- September 30, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You won’t have to read much in today’s post because I included most of it in a short video. This is a story about a salesperson who reacted extremely badly to some great training tips and disrupted the training. His thinking is so representative of salespeople that struggle, and is the kind of thinking which, if shared with others, could derail an entire sales force!
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Top 10 Sales Training Realities Versus What You Believed
- February 8, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Belief – Most believe that after a day of comprehensive training, salespeople will have the understanding, tools and experience to get on the phone, go out in the field, use what they learned and be effective.
Reality – After a day of training, salespeople still have the old, worn-out, ineffective approach down cold. It’s muscle memory. The new approach (even if they took notes and practiced it during training, even if the approach is highly effective, time-tested and proven) is as strange to them as the thought of eating monkey brains for dinner. They’re still using a modified version of their old approach rather than a modified version of the new approach. They are definitely not using the new approach as taught.
