is the million-dollar question, isn't it? Unfortunately, it isn't as easy as
yes or no. There are certainly variables, and some are very basic.
some questions to ask:
Is your sales training actually product
Is it a one-day training that is packed
to the gills with information?
Is there follow-up coaching and
maintenance to assure success?
Are there activities set up to create
true accountabilities, not just meet the revenue numbers?
Are your salespeople trainable?
recently read a survey of 500 small and medium-size businesses that I want to
share with you.
particular survey found 6 percent of salespeople are at the top of their game.
They are consistently beating their goals. As a matter of fact, they set their
own goals, depending on what they want to earn.
additional 20 percent are doing well, but could do better. They are fairly
consistent, but could really sharpen their tools a bit more and be unstoppable.
there are 74 percent who are not cutting it. Most of the people (about
two-thirds) in the 74 percent bracket can improve if they get training.
other one-third in this group are in the wrong job and really aren’t fixable.
Unfortunately, we spend more time with these bottom-end performers and try to
get them to improve, when our time and energy should be really spent at the
doesn’t seem to matter what industry you’re in, or what type of company you
are. Not sure? Ask yourself:
What percentage of your sales representatives are
Out of 20, two are typically successful, five are
pretty good and the rest are not really cutting it. In a group this size, the
Top 2 are trainable, but will not change what they are already doing right
away. (If it ain’t broke ….)
or 13 will improve quite a bit with training, and the last five or six should
We hold on to salespeople for much longer then we should.
is another brilliant comment about training: “I like to go to training
seminars, even if I learn just one tip.”
want a tip? Here’s one for losing weight: “Eat more vegetables and less
about: “To be a better spouse, be a better listener.”
tip is nice, but will not change behavior. It is, of course, the easy way to
“get motivated,” but continue to do what you’re doing.
tends to be a misunderstood phenomenon. We feel like the excuse of doing pretty
well or getting close to the goal is OK.
is the question I ask salespeople when they say that: If your company’s payroll
department says “well, we may not get to create and sign all of the paychecks
this week, but we will do the best we can,” would your sales rep kick up
his/her heels? You bet. So what is the difference?
Greta Schulz is President of SchulzBusiness, a sales
Consulting and training company. She is a best selling author of “To Sell IS
Not To Sell” and works with fortune 1000 companies and entrepreneurs.
For more information or
free sales tips go to www.schulzbusiness.com
and sign up for ‘GretaNomics’, a weekly video tip series or email sales
questions to email@example.com
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