I’m sure you have heard, “that person is a natural born sales professional!”
Almost any sales trainer will emphatically say this statement is false. They will agree that selling can be translated into learned skills that statistics and history demonstrate generate world class selling behavior and results.
Most people who are successful in sales or any endeavor hone their skills, traits and characteristics that give them the highest probability for success. This is an earned and learned phenomenon and can be accomplished by anyone who has the desire, persistence and focus to succeed.
For the individual and management this sets up the dilemma as to where to get the training necessary to advance their sales performance. There is a veritable cornucopia of training opportunities, formats, and reference material.
The key to succeed is to commit to change, and then select a methodology and format that is comfortable for your respective business. The decision to change is the spark; however creating the environment that the change can occur requires dedication on the part of management, sales management and the sales professional.
Training can work if the culture / business environment endorses and reinforces the material and creates expectations for behavioral change and accountability for results.
Copyright © 2014 Dave Neal
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