Many so-called training courses can be a huge waste of time and money. Here's how to make sure they're more useful and effective.
Focus sales training on fundamental skills. Most sales failures take place because of a lack of ability or practice in very fundamental skills–questioning, presenting and closing.
Include skills training in every sales team meeting. Set a goal to spend at least one-third of every team meeting on sales training. You'll increase everyone's numbers more by improving skills than with product training alone.
Tie the fundamentals to your sales process. If you understand how those skills help move an opportunity through the sales cycle, you can identify exactly where additional training is needed–either on a group or on an individual level.
