The Complete Guide to Accelerating Sales Force Performance

The High-Performance Selling Organization Is a Good Training Organization

Sales training exists to make salespeople successful—continuously successful. The successful selling organization gives its salespeople the opportunity to develop the competencies they need in order to succeed in every selling situation. There is a clear difference between highly trained salespeople and those whose training has been deficient, regardless of their level of competence. Figure 7-2 lists ways in which successful training has a favorable impact on the customer, the sales force, and the company.

Figure 7-2. The Impact That Successful Sales Training Has on the Customer, the Sales Force, and the Company.

Customer Impact Customers' product and service needs are understood ...