Well, it depends! If you run sales courses annually, your staff will probably be inspired and work well for a full month or so… And then revert back to old habits. As a result, your investment will be wasted.
Effective sales courses need to be reinforced on a regular basis. We at Sales Ethos believe it should be run regularly. Consequently, lessons are drip-fed, allowing for maximum absorption and application.
Another major factor for sales courses’ effectiveness comes down to individuals. Are they open to learning new ideas and adapting to changing trends? If not, sales courses will have little impact. In that event, you may want to consider re-assigning them!
From Good to Great
Are your sales consultants “B” or “C” performers? If so, sales courses may help bridge the gap to turn them into “A” players.
Sales as a Service
Are your customer service staff responsible for selling? Are they struggling to do so? In our experience, these people can make a big difference. Simply teach them selling fundamentals. Consequently, they will discover opportunities that previously went unnoticed.
Sales courses are most effective when continuously reinforced. After all, it is in our nature to forget and revert back to old habits. Firstly, regular sales coaching fine-tunes the approach. Secondly, systematic implementation ensures application. Finally, continuous reinforcement will all help you to get the most from your investment.