Why Don’t Many Sales Training Programs Work?

You know that a high performance sales team is vital to the revenue and success of your company. But many sales leaders fall into the trap of sending their team members to one sales training program after another and getting the same results—short-term rises in performance that quickly drop off as sales people drift back to their old habits and routines.

Why does this happen?

When sales are plateauing or declining, leaders immediately turn to sales skills training as the solution. However, the problem may not be in a lack of specific technical sales skills. Instead, your sales team may lack assertiveness, commitment or focus and have fears of rejection or confidence issues. Or, your team may be operating in a culture that is stifling, not positive or constructive.

These are problems that no amount of skills training can fix. In some cases, you may as well throw your training dollars out the window.

Does your sales culture support excellence?

As a sales leader, you don’t head to work every day intending to achieve mediocre results. But you may be inadvertently setting mediocre expectations through your actions or focus. Do you find yourself constantly putting out fires, helping your low performing sales people, and trying to fix issues?  If so, then you could be wasting a tremendous amount of time and money nurturing an outmoded culture focused on problem solving.

The key to moving your organization from the status quo to an expectation of excellence is your team culture. When you build a  culture of sales excellence, you create the capacity and a structure that empowers, focuses and engages every member of your team. Instead of spending all your time solving problems, you equip your team with the right mindset and skills necessary to focus on creating the desired results.

Build a culture of sales excellence, download the free eBook

If you’re getting mediocre results from your sales training programs, download the eBook, Sales Excellence. In this eBook, I outline how your corporate and team culture is directly related to the success of your skills training, and how, by using a new three-phase approach, you can get immediate and sustainable results from your sales development programs.

Contact us to learn more.

Why Don’t Many Sales Training Programs Work?

About the author

Eitan Sharir is the President of Culture and Organizational Performance at Dynamic Achievement. Eitan specializes in developing mindsets for excellence and organizational cultures that deliver real and measurable results. For more than 20 years, he has worked with many leading organizations in areas ranging from leadership, teams, sales, and service. Eitan Sharir is also the author of Activate Your Power – How to Unlock Your Full Potential and Direct Your Own Success.

Share this post