A pound coin for each approach that you get from a ‘sales training consultancy’ would probably add more to your bottom line than the effect of the sales training itself!

Controversial? Good – this is something Salespunch™ believes in passionately.

Well-constructed B2B sales training modules delivered by competent training consultants can develop tremendous enthusiasm but all too often the training binder 'gathers dust' after the programme, very little is really implemented and the end product is poor ROI. The reality is that most programmes demonstrate 'how it should be done' and the better ones allow scope for role-play so that delegates' ‘light bulbs’ are well and truly turned on. At the most, this develops enough competence and confidence to 'give it a go' in the real world. Some people do, most don't, even the ones who do, are inclined to try it once, not like it very much and then not feel inclined to try again.

For individuals to change the way they sell (and presumably we want them to!), they must be helped to clearly see the gap, i.e. the ‘what’ and the ‘why’. Tangible sales management demand should be clear through a well communicated sales policy pointing at changes required in:

• pricing
• customer mix
• product mix
• routes to market (and the role of the salesforce in these)
• size of customer base etc.

At an individual level there must be real buy-in to the need for these changes, and the individual must be willing, and capable of closing the gap.

Sales skill development doesn’t happen in the classroom – it happens in the field.

The best 'pro' in the world can't become a good golfer by just operating alone on the practice green – and training salespeople is no different. After attending a sales team training programme, the individual has to deal with 're-entry into the earth's atmosphere'. They need good leadership, support and ‘real-life’ sales coaching in truck loads - and they need it quick.

If you're considering investing in a traditional salesforce training package to help your people to negotiate better, lead sales conversations and ultimatley, build a sales organisation, call Salespunch™ first to explore how a Salespunch™ coach can help you to build sales team capability and achieve your business aims.