Day 1 of the Summit continued as Brian Smith discussed the most common reasons that lead to the failure of sales training within most organizations. These included:
- Training the wrong person
- Typical training is not the right type of training
- No in-place field training or supervision
- No lead controls in-place
Examine your own sales training and if you are not getting the results that you should be, it is likely a result of one or more of these factors being askew.
Make sure to listen to the free preview of The Successful Science of In-Home Selling, which gives up-to-date methodological steps for dealing with these issues.
The next summary from the Summit will feature Hobson Hogan’s presentation on “The Opportunity to Acquire Other Businesses”.