Sales Training:

Sales Training America is a world class sales training and custom development training company specializing in sales training and sales skill development of our client's sales force. At Sales Training America we help our clients improve their sales profitability through the development of their sales management and sales efforts through SalesForce.com implementation. Sales Training America offers both public (open enrollment) sales training seminars well as the development of customized sales systems and sales seminars for Fortune 1000 companies across United States and Canada.

Are you one of the many corporations now focusing on core sales activities while implementing SalesForce.com while outsourcing non-core functions in response to intense competition?

If you are, Sales Training America can help there too. If you simply want to outsource some of your sales or sales management training or if you want to redefine yourself completely to survive mergers, acquisitions, leveraged buyouts, downsizing, or corporate restructuring we can help you.

For free, no obligation information on how we can help you with your sales training needs please contact us today.

Sales Training Tips:

Predicting Sales Training Success

"Nothing happens until a sale it made." If that is true, those of us in business would be well served to understand what drives sales. For years, sales managers have been convinced that activity is a major determinate in sales results. Recently, I was impressed by an older man who was standing on the corner of Travis and McKinney in downtown Houston, Texas with a 10 cent black plastic comb in his hand that he sold for a dollar. He would wave it at each passerby repeating the phrase, "Wanna buy? Wanna buy?” constantly. He wasn't dressed in any particular way, just average. He wasn't charismatic or dogmatic, just average. Most who walked by ignored him, but occasionally someone would stop, give him a dollar and take a comb.

I watched for some time and observed him to hear his "pitch." He didn't ask any "need questions", discuss the quality of construction or promote the comb's value proposition. He just held out the comb and asked the question, "Wanna buy? Wanna buy?" to everyone who passed. In the time I watched (about 30 minutes), 23 people stopped and bought a comb from this guy. The bottom line is, this guy did nothing but display the comb and ask everyone he encountered to buy it. Most didn't but some did (23 in the time I watched). If he were to perform this activity for 40 hours a week, fifty weeks a year he would sell $92,000 worth of combs at a profit of $82,800 a year. When he was through that day, I watched a long, black limo stop at the corner about 4: 30 pm. He got in and they sped away, as I wondered if he reported all his cash sales.

My point is just this, people with little or no talent can be just as successful at sales as those extremely talented, if they just ask enough people to buy. Unfortunately most organizations struggle with the task of motivating sales people to ask the question, "Wanna buy?" If you are not willing to ask the question "Wanna buy?" you had better find another career. There are other factors that determine sales success beyond "cold calling." One of the most interesting, of late, is Emotional Intelligence. One of our clients, in the land development industry, put together a high performing team of sales people. The average commission earnings of this team were almost 3.5 million annually. Two members of the team earned in excess of $750,000 annually on a consistent basis. If there were a group of sales people more qualified to be deemed "high-performing" I would like to see them. I wanted to understand what it was about this team that made them so successful.

We looked at several possibilities one of which was Emotional Intelligence. We measured fifteen different emotional intelligence competencies and the results were eye-opening, to say the least. Within this group, we found four competencies in which the team members all scored exceptionally high. These four categories were Emotional Self Awareness, Self Actualization, Interpersonal Relationships, and Happiness. Subsequent, testing of other high performing sales teams confirmed high scores in these four, what I call the "Fabulous Four" emotional strengths, were consistent among top performers.

One of the greatest challenges in corporate America, today, is being able to predict success in a sales role. I believe that sales success is like a lake fed by three great rivers; Emotional Intelligence, Environment, and Activity. If all three are flowing freely sales success will come easy. If one or more of the rivers is obstructed sales and sales people will be less than that for which we had hoped. In the sales selection process, screening for the "Fabulous Four" puts an effective tool in our toolbox and enhances our ability to produce exceptional sales results.

Source: Stephen Blakesley link

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