“Take steps to expose your people to the best ideas and see to it that they are trained in how to apply them.” — Peter Drucker
In today’s limited-resource economy, managers are challenged to get more production from fewer sales professionals. Training can help a company instill change but two important factors must be taken into account if training is truly going to pay off.
First, companies need to have the right talent in place. The reason? If an individual is not matched for the position, no amount of training will transform that person into a top producer.
Second, once the right talent is onboard, it is important to customize training for the individual sales person. A mass approach to training can be a wasted effort as sales staff already knowledgeable about the material tend to tune out. Customized training enables every sales person to achieve optimum results.