Atlanta Sales and Consulting's approach and methodology to
training your sales staff.|
What is different with ASC's
approach to training?
Our answer to the
question of how to train or retrain an experienced sales staff is
remarkably simple yet very effective.
It will also give you
I started formulating this idea of
how to structure a sales training course back in the early 1990's. The company I
was working for was a large private label paint company. We were doing very
well. We had about 20 sales reps covering approximately 600 retail stores. There
was no formal sales training department, or sales trainers. We learned from each
other and our core reps were strong enough teach the newer reps the ropes.
That all changed once we started
approaching $100 Million in sales. All of the sudden we had formal sales
trainers, formal sales classes, travel expenses to conduct both rep training and
store training as well. The training department was born!
Was it needed? Absolutely. Was it
effective? For the most part yes.
What was the major pitfall of the
formal training classes?
pitfall was that the sales reps never thought these expensive sales training
courses were of any value - They thought... "This doesn't apply to what I do."
you just spent $10,000 and your sales reps didn't think it applied to the jobs that
they were doing on a daily basis!
During the younger days of my sales
and sales management career I agreed that the training wasn't exactly like our
type of sales - however I was smart enough to know that what I was learning was
valuable and I would use a lot of it everyday.
As the years progressed and I passed
from one sales management job to the next, always advancing my sales career, I
noticed that... Even though these are different reps, with different products
they are still leaving these expensive sales training classes with the same
thought... "This doesn't apply to what I do."
I would like to say to all of those
sales trainers that I have had the privilege to work with that
all of you did a good
if not a great job at delivering your training programs. These all encompassing
training platforms and processes are terrific but... they rarely get to or they
don't spend enough time on the problems of the specific sales department at hand.
So what is our
thinking, the new thinking on how to train a sales staff?
It boils down
to 1 simple rule: Train on what needs to be fix, don't try to reinvent
the entire sales process.
All of the current sales programs
focus on retraining the entire sales process. We all have been through some formal
training based on Zig Ziglar, Sandler Sales or even Brian Tracy. All of these
are excellent but - none of these focus on exactly what is
needed in YOUR sales department.
What's different with Atlanta Sales
and Consulting is that we are not trying to reinvent the sales process. My job
as President of this company is to learn exactly how you are currently
conducting your sales process, understanding your individuals reps strengths and
weaknesses, learning your best practices and your worst habits and build a training
program around those findings.
Once the areas needing to be fixed have
been identified, I start at the top of the sales management chain and work my
way downward. Most of my time will be spent training the trainers, who for most
sales organizations, the frontline trainer, is the local sales manager.
The local sales manager and I will
work with each rep both individually and as a sales management team to begin the
advancement of your entire team.
Most sales teams are not "broken,"
they have just lost their edge, their competitiveness, their desire to win. Some
teams just need compensation changes. Other teams need to learn the art of
"asking for the sale." Still other sales teams as a whole are terrible at
follow-up and follow-through.
Here's the bottom line:
If you have
more "c" and "d" players than "a" or "b" players, then you need Atlanta Sales
and Consulting TODAY.
There are a host of problems that a
sales team might be encountering - those are the issues we focus on, those are
the only issues that we will be training on - what your team needs today to win
Hire us for your next sales training
and we will provide immediate tangible sales results!
Contact us today by clicking
David Peterson - President: Atlanta
Sales and Consulting