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Training

Here are the 21 most important reasons why sales training programs fail to change a salesperson, from the point of view of all the ‘players’ involved: the sales manager, the trainer and the salesperson. The number one reason why sales training fails: No provision was made for follow-up BEFORE the training program was launched.

Knowing how to inspire, motivate, coach and hold sales people accountable for their behaviours is the foundation for improving sales. Skill sets for success as a sales manager are not always the same as skill sets for successful sales people.

My Mum was a funny lady and during my youth, she was constantly throwing riddles at me.

Some of her riddles came in pairs and the pairs typically had a point.

One such pair of riddles has been a huge lesson for me as I have gone through life. Here they are.

Riddle 1: What did Tarzan say when he saw the elephants coming down the road? “Here come the elephants.”

Riddle 2: What did the elephants say when they saw Tarzan coming down the road? Nothing, elephants don’t talk.

Why? Why do we get up every day and go to work?

Because that’s what is expected: Really? In most companies, the last time you saw your job description was the day you interviewed and you don’t know what is really expected, do you?

Because employees depend on us: Really? Management books say a great manager implements systems that will operate well when management is not there.

Really it’s because Mum or Dad said so!

I am a terrible “bah humbug!” when it comes to “trick or treat” but I do take a keen interest in Ghosts.