Personalized sales training

“Nothing Happens until a Sale is Made!”.

How very true! Whether it is goods, services or an idea beginning on a restaurant napkin, someone needs to communicate effectively enough for someone else to buy.

Statistically, we know that more than 90% of all sales training material is purchased by less than 10% of those in sales.

That sounds (and feels) about right to me. Sales seems to be an area where anyone who can fog a mirror with a smile on their face can declare themselves in sales … and get hired.

What is your experience? How often are you favorably impressed by sales and service (they affect sales also) people? Mine is that most people in sales range from well meaning pre-beginners to arrogant idiots who could be arrested for incompetence. A precious few are those top 5%ers who are a genuine pleasure to have help us. Those are the businesses that get, and keep our business. They also get positive recommendations.

A sincere question: Where on the spectrum are the people YOU depend upon to generate and sustain business? Are you sure? What kind of comments are your people generating on your behalf? Unless you are responsible for 100% of sales and you are a 5%er, you are losing business you could have had.

There are many important differences in sales positions, products and services.
Without an accurate benchmark, how can you expect to successfully identify the key person(s) who bring the critical talents and skills to that specific sales position?
TTI Research shows that a strong brand can carry an average, or even weak sales force. It takes time and a lot of money to build a successful brand.

Yes, If you have it, strong brand recognition usually gets your sales people in the door. It implies quality, dependability and may give them an initial edge. However, does it assure you of high performance? Absolutely not! . It may even foster complacency…or worse. Top level performance requires the right talents and skills for the job. What if you had a strong brand AND a strong sales force?

If you want an exciting, one or two hour seminar that will make everyone think they can lick the world, I’m not your guy. I did that 20 years ago when I too thought that inspiration might actually work. It did … for a few days.

Looking for a sales training book? Try Barnes and Noble. They have a lot of them. A few are actually written by an author who has sold something other than books. Seriously, some ARE good, but your people are EXTREMELY unlikely to even read the book let alone apply the principles effectively.

On the other hand, if you want to take your sales team to a new level, I can help make that happen. It will take commitment on your part and that of your sales staff.

Together, we can elevate the skills of your people. However, if someone has little or no applicable talent … do you still want them on your team? Do you want your favorite sports team to keep a poor player(s) and wreck the chances of a winning season? Should your business be different?

In the end, you, your business and your employees will ALL profit, grow and move a lot of stress off your back and onto those of your competitors. Success in sales is not an accident. It happens on purpose, by design. The rewards for doing it right are large!
A lifetime in self employed sales, consulting and training provides me a broad, unique, real world perspective on selling that genuinely benefits my clients.

Just give me a call and we will schedule a time for us to sit down together and discuss your specific situation.

Rocklin Duffy

Sales Development Package