Actually the most important element in Sales Training is not any of the above but one and only one thing - Compel the salespeople to perform. To do that, the trainer must create a compelling reason for the salespeople to firstly have their own goals and secondly to set up a plan to achieve their goals . We often do this (in Sales Power) in our unique ACT's 5-Ways Sales Leverage Chart (see diagram above). Sometimes we have to 'wake up' the sales team in an entirely different course like How to Be Driven.
No matter what we do, at the end of the day, the sales trainer is not important. Nor is the sales program. The most important element in a sales training is none other than the participants. They must want to attend the training. Despite we being sales trainers and experts in sales, we cannot force anyone to come for training. Therefore the one and only important element in any sales training is attendance.
By Andy Ng, Sales Coach of Asia Trainers. List of courses are at here. Related articles:
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