For sales training to be effective in today’s economy sales training needs to measurable against results. The more ongoing and consistent it is, the better the results and the better the return on training investment (R.O.T.I.).

Sales training is available in many different formats: from simply providing each sales professional with a book, audio, video or online program on sales; to a keynote address or workshop at a sales conference or public sales event; to a partnering program with a reputable sales training organization where an in house, customized on going sales training program is developed and adopted by the organization as their sales training program.

Each of these sales training formats need to take size of sales force, their needs and organizational objectives and budgets into consideration.

All of these sales training formats need to be followed up on with a debrief and sharing of lessons learned. Those lessons learned then need to be implemented, monitored and discussed on an ongoing basis to be effective. Sales management needs to ensure that sales training is ongoing, at least monthly if not weekly, to be effective, and sales management also needs to get involved more not only in the sales training process, but in the coaching as well.

Sales training based on partnering program with a reputable sales training organization will have a greater R.O.T.I. than other formats because of it‘s partnering approach to customization, in house ownership and bottom line results. Not only would there be sales training, but there would also be .
Sales Management training and coaching. There is no sense just training the sales people as they will only do what they see – monkey see, monkey do!

Whatever format you choose to conduct sales training, just make sure it is not the flavor of the month, that it is ongoing, it is consistently re-enforced, with methods to monitor and measure it’s R.O.T.I.

Go to salesgurus.net and vote for Bob. Want to learn more about the ABC, 123 Sales Results System, go to www.BobU.com and purchase Up Your Bottom Line and Sales Gurus Speak Out. Want to learn more about Discipline, go to www.BobU.com and purchase Disciplined for Life, You Are the Author of Your Future.