Mar 05 2008
How To Turn The Company’s Investment In Personnel Into An Asset Producing An Increased Return On That Investment
In many companies, very little systematic thought is given to the design of a sales training programme. Very often one of the following fallacious schools of thought is encountered.
* “Salespeople Are Born Not Made”- therefore the selection process is the only step to getting the right man. Having been chosen, the new recruit is then either successful or not, without any help from the company. Research does not bear out this theory.
* “Must Know The Product From The Ground Up” - all training is therefore devoted to lengthy product training, working on the shop floor, progressing paperwork etc. Whilst product knowledge is very necessary, it is questionable whether this is the right way to learn it or whether this is sufficient on its own.
* “Watch Me Son” - the new Salesperson is sent out with an old hand to watch (and thus learn) the experienced person’s techniques. Thus the new salesperson may not only pick up bad habits from the experienced person (who usually is not as trained as a trainer) but also mere observation will not teach.
If a successful training programme is to be developed, it must be planned with careful thought given to the following questions:
* What are the key objectives?
* What should be taught?
* Where should it be taught?
* By whom? And most critical
* How?
For Example: Typical Objectives Of A Training Programme:
* Increased sales
* Reduced individual selling costs
* Increased individual earnings
* Reduced personnel turnover
* Reduced need for supervision
* Improved employee morale
* Stronger customer relationships
Therefore, the objectives have to be formulated in these terms, i.e. turning the company’s investment in personnel into an asset producing an increased return on that investment.
Today’s News: Time, as I suggested only last week, is a very precious commodity for me, but I do endeavour to make time to read, particularly if the next book at the top of my pile of “must reads” looks exciting. This was certainly the case with Joe Capista’s new book - I haven’t finished it yet but I will this week, but you can’t wait until then, because Amazon are running a special offer now. Here is the marketing overview:
In ”What Can a Dentist Teach You about Business, Life and Success? Discover Secrets to Achieving Total Success!” Dr. Joe Capista guides entrepreneurs and salespeople through the successful techniques and strategies he used to build a multi-million dollar business. The book begins with a glimpse into Capista’s upbringing in an average, blue-collar neighborhood, his struggles with school, his burning desire to fulfill his dream of being a dentist and his own personal journey of discovering what it takes to build a wildly successful business and life.
He has a refreshing approach to each person’s responsibility to achieve success in order to more fully contribute to the lives of others.
This book is a must read for anyone who wants to learn systems and strategies for achieving a life of Total Success.
This book is a great resource for anyone looking for both a pragmatic and spiritual approach to building a life of Total Success. Order you own copy of What Can a Dentist Teach You about Business, Life and Success? within the next 24 hours and receive over $2,551 in bonus gifts from experts around the globe. Go to http://www.joecapista.com/amazon.htm
About Dr. Joe Capista
Dr. Joe Capista is recognized for his unique approach to business, life and success. As the owner of one of the most successful dental practices in the United States, Dr. Joe Capista has an exceptional understanding of what it takes to create a successful business and a successful life while maintaining balance both personally and professionally to create Total Success.
Dr. Capista oversees operations for Williamsburg Dental, a multi-million dollar practice located in Broomall, Pennsylvania metropolitan area.
Williamsburg Dental has been serving clients for over 25 years and has an outstanding reputation for quality patient care. Dr. Capista and his entire team deliver the most advanced, proven dental treatments to their patients. Dr. Capista is The Cosmetic Dentist for the NBA Philadelphia 76ers Dance Team.
For over two decades, Dr. Capista has been on the leading edge of business trends including understanding what drives your team to perform at top level, what motivates a client and customer to do business with you and how to create a life most only dream of.
His unique approach to marketing a business is fast becoming a highly sought out strategy by numerous types and sizes of businesses. Joe combines a unique understanding of the workplace, personal development, implementation of effective systems, spirituality and overall balance and possibility into all he does.
He is highly recognized for his ability to teach clients how to maximize dollars for both Internal and External Marketing in order that they gain optimum results.
Dr. Capista has successfully incorporated overseeing operations for his business into being a highly requested speaker and trainer. A content driven, inspirational speaker, Joe makes audiences think and leaves them wanting more. His message is simple: be committed, do what you love, love what you do, live with passion, give back to your community, and create balance in all areas of your life to enjoy a life beyond your wildest dreams.
Dr. Capista presents to groups ranging from small business owners to CEOs of Fortune 100 corporations. His easygoing presentation style makes him an audience favorite
Tomorrow: The doyen of referral selling, good friend and author of the classic, “No More Cold Calling” Joanna Black is my guest on The JF Guest Author Spot
