Customer Centric Selling Podcast - Show Notes - Episode 4

“There’s no one-size-fits-all. The key is committing to managing it and driving it through the organization.” - Frank Visgatis

Welcome to the Customer Centric Selling podcast! In today’s episode, Frank and Tim cover seven reasons sales training often fails and how you can implement training to see a significant improvement in your B2B sales! 

Investing in sales training seems like a no-brainer when you’re looking for revenue and profitability to improve. However, it isn’t as easy as training your salespeople today and seeing results tomorrow. First, you need a uniform, standardized approach specific to your company. Yet, without the commitment to managing and driving it through your organization, you’ll lack consistency in sales and forecasting. Tune in for what not to do when implementing a new approach!

TIME-STAMPED SHOW NOTES:

[02:45] Reasons to Invest in Sales Training 

[05:55] 7 Reasons Sales Training Fails:

[06:00] 1) Lack of Complete Management Commitment 

[08:00] 2) No Integration of the Methodology in Supporting Departments

[10:15] 3) Absence of Interactive Training Exercises

[13:00] 4) Training Is Generic and Not-Customized to the Organization’s Needs

[15:00] 5) Lack of Infrastructure to Support the Process

[18:55] 6) No Accountability: Adherence to the Training Is Seen as Optional

[19:45] 7) Follow-On Reinforcement Is Missing

For more information on common B2B sales training shortcomings, listen to episode 1 of the CCS podcast

RESOURCES MENTIONED:

A Free Trial of our Customer Centric Online Course 

CHECK OUT THE CCS ONLINE COURSE