Are You Improving the Knowledge of Your Sales Staff?

“Knowledge has to be improved, challenged, and increased constantly, or it vanishes.” — Peter Drucker

One trend I have noticed in the financial sector is the disappearance of on-the-job training. Today, sales candidates are expected to hit the ground running with little or no support. There’s nothing wrong with expecting new hires to have a certain level of proficiency but not providing ongoing training is tantamount to holding onto the status quo. As the saying goes, “the only constant is change.” Companies must continually improve the knowledge and skills of their sales staff if they want to achieve better sales performance.

What steps are you taking to ensure that your sales staff is continuing on a steady path of improvement?