Sales Training Workshops:

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 workshops well as the development of customized sales systems and sales workshops 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:

Sales Training Workshop For the Sales Professional

As a sales professional you want to grow, make progress in your career and increase your income. You want to improve your business relationships and increase job security. Maybe you want to build a new home for your family, or beautify your existing home. Maybe you want to take an awesome vacation! And at the same time you need to save for retirement, and fund your children's education all while setting aside money for emergencies and business opportunities. As a sales professional you determine your own income in order to accomplish all of these goals. So, what are the chances you can do it?

Sales professionals as a group seek self help perhaps more than any other group of professionals because their careers depend on personal development which sometime provides a necessary edge. Sixteen million people work in a sales occupation, which in the year 2000 was about 12% of the total population in the United States. This number is probably deficient since today most companies, to one degree or another, enforce sales on employees at every level. The adage "Everybody Sells!" is a modern corporate mantra inculcated in every employee for the purpose of being ready for action in a fiercely competitive business environment. Whether it is true or not that everyone can sell, the material question is this: how can you become better at selling regardless of your inborn talent? Make no mistake, the corporate culture and entrepreneurial climate today demand it. We need to learn promotional skills and how to be persuasive within organizations we are a part of (family, work, leisure) because to a large extent our success at getting along with others cooperatively is determined by our 'sales capabilities' and our 'sales ability' determines the quality of our lives.

Most sales programs focus on changing behaviors. But this approach fails because at a deeper level you may not believe or value the sales process or product you sell. Focusing on skills or capabilities will not create the desired change either. Skills, technique, and know how alone cannot make up for a lack of that illusive quality all salespeople must have in large measure: inner confidence. Somewhere beneath all the skills, beliefs, and behavior lays a foundational aspect that needs to be excavated: your sales identity. Good, bad, or indifferent, it is your sales identity and inner confidence that are the determining factor as to how successful sales training will be for you.

Focusing on behaviors alone avoids the most important and effective level of change. The problem for many sales trainers, coaches, and sales and marketing departments is that they are not equipped to discuss issues of depth like sales identity. Presumably, the personality test you took during your interview "identified" you as an achiever. But many applicants know how to 'cheat' those tests, which are as unreliable today as they were in the 1880s when Wilhelm Wundt first introduced the idea of personality types.

Focusing on capabilities or skills proves ineffective because techniques no matter how cutting edge will not transfer to sales trainees when there is identity confusion about 'being' a salesperson. Incredibly, many companies tell their sales force that what they do "isn't sales" which only compounds the problem to gaining any insight about being a salesperson. The bottom line is this: if you cannot embrace the truth about what you do, and you ARE what YOU DO, then you are probably grappling with self-worth issues related somehow to identity development.

Careful research suggests that 20% of the sales force is responsible for 80% of production. The figure hasn't changed much since the Italian economist, Vilfredo Pareto, observed that 20% of the pea pods in his garden held 80% of the peas. He then examined real estate ownership in Italy and discovered that 80% of the real estate was owned by 20% of the people. Joseph Juran, a business management theorist, made the suggestion that Pareto's observation of 1906 hold true for many business phenomena and so the Pareto Principle was born.

If your goal is to grow and make progress, if you seek to increase your income and be more secure in your job, you better find a way to sell more. If you seek better relationships and want to fund retirement; build a new home, or beautify your existing home, then you need more sales. If you want to take an awesome vacation! If you want to pay for your children's education, and get them started on the right foot, or if you want to put some money aside for a business opportunity, then being congruent with a well founded sales identity is the single most important step you can take. Sales professionals who are a part of the top 20% are making progress. Using an intelligent strategy begins by answering the question "what should I sell" and ends by identifying a 'sales identity' that fortifies and strengthens your self-worth, not diminishes it.

Source: Tim Neilson link

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