We have all sat through our share of boring training courses, designed around disseminating vast amounts of information to as many people as possible, and in as little time as possible, without any thought of incorporating the attendees’ past experiences, or providing individualized attention to attendees who need more support, or who crave more of a challenge.

This won’t work in the sales training setting. There are a great many inspirational speakers who can deliver a rousing talk to a large audience, but is this training? Are you actually developing skills in this setting? In order to learn and really get something out of a sales training course, you need to be engaged: you need to be a participant, not an attendee.

A good sales trainer should offer a course that can motivate, engage, and involve the participants. Instead of being lectured to, they should participate actively in their own learning. The trainer should work with the participants to help them understand that sales training is a skills development course that can not only help them in their day-to-day tasks, but help them down a path of life-long improvement with practical sales skills that they can use every day.

There is an interesting Answers discussion thread on LinkedIn asking, “What impact does sales training typically have on a group of sales reps?” There are many responses citing how most of what we learn is forgotten within a few days, and that salespeople go back to what they were doing before and lose what they’ve learned because there is no recurring reinforcement of what the course taught them.

This is a major concern, considering that $5 billion is spent annually in the US on sales training. What’s your ROI on sales training if this money is mostly going to waste?

This is why at SalesWays we believe in integrated methodology training: sales training based on a method that you’ll actually use each day through software tools that make your life as a sales person or manager easier. Depending on your needs, we also offer consultation follow-ups to measure success and ensure that things are running smoothly on an on-going basis.

This is how we ensure a return on your sales training investment. Why would you settle for any less?

SalesWays Brazil is conducting their second OPM Sales Methodology Workshop on May 25, 2010 from 9:30 to 5:30 pm.

2nd Open Workshop – “Opportunity Portfolio Management”

What makes the difference between success and mediocrity: gaining extensive knowledge about your products or the mere acquisition of the best CRM on the market? No, today you need more than just product knowledge and customer information.

To guarantee success you must be able to derive maximum value from your portfolio of opportunities. Success in sales depends on a rediscovery of the fundamentals of selling.

Do not miss the date is 05/25/2010, 09:30 to 17:30.

- SalesWays Brazil Team

For more information, visit SalesWays Brazil