Aug 17 2007
More Problems With Sales Training Companies
In my opinion, hundreds of millions of pounds world-wide are wasted every year on irrelevant, unnecessary or inappropriate sales skills development and there are four obvious reasons.
To begin with, the one off programme may supply a short term motivational buzz and provide the delegate with a number of thought provoking ideas. However, in reality, once they are back at the “front-line” the day to day pressures of hitting quota etc take over again and the reactive mindset returns. It is rather like the Chinese meal effect; when you leave the restaurant you feel full but by the time you arrive home you want to eat again.
Secondly, most, not all, but a very high percentage of courses on offer today, deliver what I term “generalised” skills development.
For example, a guy operating within the aerospace sector, negotiating multi-million pound contracts can find himself sitting next to a young saleswoman who markets insurance policies and is based in a call centre. On her right is another guy who is developing a successful career in manufacturing, selling hydraulic components and next to him…..I think you will appreciate my point. To achieve sustained success in all of these disparate industries requires specific skills sets and the “generalised” workshops simply cannot deliver them.
Thirdly, most and again I would estimate it is at least 80% of training organisations today, make the assumption that all delegates are at the same level in terms of experience, expertise and have the same “commercial bandwidth”. This is of course, totally unrealistic.
They are not……… wake up guys!!
As ever, wherever you are in the world, have a great w/e and thank you for joining me. Just eleven more days to the launch of Sales Leadership Zone - I think you will love it!
Good Evening Jonathan, I wanted to wish you much success in your new endeavors. I will miss you over at B5, but will visit here periodically to see what is happening in your world. Have fun everyday!