Imagine this scenario: Company ABC introduces a very popular consultative sales methodology to its sales organization. The sales training event is customized to ABC’s products, customers and target contacts. The response is very positive. The sales training consultant and the sales methodology framework have provided insight into addressing some of the common sales challenges facing ABC; calling higher, selling across the product line, managing the closing process and better forecasting for examples. The majority of the team is anxious to implement the lessons learned. Now fast forward 30 or 60 days later and it’s as if the training event never happened. Everyone is back to their previous behaviors, and the results have not improved.
If this sounds familiar, then you can appreciate the term “training de jour”.
Dave Stein, CEO of ES Research, a firm specializing in providing research on sales training vendors, says that 85% of sales training events fail to produce lasting impact beyond 90 days.
So the question is, why does this happen so frequently and what can you do to avoid the predictable outcome? Or more specifically, how do you actually succeed with your sales methodology initiative and join the 15% who are enjoying lasting impact? Continue reading ‘How to Get a Sales Methodology to Produce Results’ »
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