Any sales training has to be customised. Capsule courses on sales training do not succeed as there is different ball game for product selling, services selling or concept selling. Sales pitch differ in each case.
Imagine if it is a public workshop, there will be participants from across the industries. In that case how trainer is to handle this differentiation?
Lastly, any sales training without creation of customised sales process is again bound to fail. If you train your staffs on listening skills, questioning skills, negotiation skills or grooming, there will not be any thread to bind these motley of skills. So sooner sales persons leave company, they will take these imbibed skills with them.
If you have sales process, you will start imparting training on sales process. In the process the requisite skills will get embedded. Exit of sales persons will not impact process and as you will be able to teach sales process to this new person.
I say this confidently as I had a chance to work for a company that operates in 220 countries. Across the 220 countries, they have uniform sales process. It is this process driven approach that has catapulted them to this level. Indian companies are wary of sales process. Hence how many companies operate in 220 districts of our country is question to ponder over.
Dinesh V Divekar
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