Vectors and 3D Models
Local Search - Sales
Weather Information
Get the App for Smartphones and Tablets

Go Back

WhmSoft Free Articles Directory
Free Articles for Reprint
Free Articles to Publish
Free Articles for Newsletters
Videos to Watch

Page Generation Date and Time:
03/05/2024 08:56:15

Free the Animation VR / AR
Play to reveal 3D images and 3D models!
Demonstration A-Frame / Multiplayer
Android app on Google Play
vlrPhone / vlrFilter / vlrMemos
Project of very low consumption, radiation and bitrate softphones / Multifunction Audio Filter with Remote Control / App to measure the quality of the voice!

Alexa Data

Go To Articles Directory Home Page

To get the current article, - See Below (at the bottom of the page) -.
For top news titles, see below.
Web sites and videos listed in this page are frequently updated.
If you find that this page is useful (quality of web sites, images and videos, ...), you can add it to your favorites.
Bookmark Page !

Tell a Friend:

With your mobile phone (WAP / I-Mode / iPhone / PDA), for free:
The Top News -
The Daily Files -
All the Directory Files -

Web version of feeds:
Podcast Music -
Daily Files -

You can play the Guitar Drum Revolution game (flash game) by following the link below:
Play Guitar Drum Revolution Game

You can play free online games (flash games) by following the link below:
Free Online Games

Play the samples below:
00550 Under Construction01568 Zoom Jam1240 TodoosnowLightyear AlphaSnowy Treasure Hunter
00550 Under Construction01568 Zoom Jam1240 TodoosnowLightyear AlphaSnowy Treasure Hunter

You can view the people (celebrities) news and the front page news (with videos, images and constant updates) by following the link below:
View Recent News
or by visiting the WhmSoft Service blog:
News Photos Slideshows

Article Keyword Videos to Watch
Click on the image to start the video.

Related Topics
Images - Links - Articles


Related Images

Article Category Videos to Watch
Go to the Videos Pages

Sales Training Effectiveness: Increase Your Bottom Line With Sales Training That Sticks

Why are sales training programs so often unsuccessful? The typical company spends tens of thousands to hundreds of thousands of dollars to put its entire sales force through the latest, hottest sales training program touted to increase its bottom line numbers. But, just as with all the previous sales training efforts, only a small percentage of participants embrace the new skills taught. For everyone else, the status quo reins, and the bottom line doesn’t move one bit. What went wrong, and how can it be done right?

Getting to the next level in selling requires a careful evaluation of your sales executive’s true intentions.

Many executives, and even the sales trainers themselves believe that sales training is a one-size-fits-all proposition. They couldn’t be more wrong! Your sales executives or representatives cannot improve unless they are absolutely honest about who they are, what their intentions and motivations are, how good they are and what their strengths and weaknesses are. Only then can behavior be modified. Not all reps have the same intentions or motivations and therefore are not equally prepared for training. That’s why standard training programs work for only a small minority, while leaving the majority of the audience unmoved.

The first step to sales training success is to determine and evaluate the makeup of your organization’s sales team. The four types of sales professionals are:

* The Performers -- They are the natural-born top producers. They have big egos and are emotional, intuitive, passionate, competitive, extroverted and impatient. Performers don’t learn in training sessions, they learn by doing.

* Professionals -- They also top producers, but they are even-tempered, analytical, logical and quietly competitive. They are internally passionate and patient and have a very controlled ego. They thrive in the classroom setting.

* Caretakers – They are those are stuck in a comfort zone. They are passive-aggressive, don’t like change and don’t like to attempt anything difficult. Although they show signs of brilliance, they are inconsistent or mediocre producers. The good news is that they are sleeping Performers or Professionals, depending on their personality.

* Searchers – These sales representatives get into sales because they perceive it to be easy, but then they don’t do what it takes to be successful because it is too painful for them. Victims of poor hiring decisions, they soon realize that they really dislike sales. Searchers do not belong in sales positions.

This eye-opening exercise gives both rep and manager a basis for future discussion in a one-on-one meeting. Even in a private session, reaching agreement can be challenging, but one thing is certain -- productivity never lies. If someone is in the top tier or is showing consistent upward sales, he or she is most likely a Performer or a Professional. If not, the rep belongs in one of the other two categories.

The remaining steps of the breakthrough model focus on developing customized training based on identifying the strengths and weaknesses of the individual and then getting personal commitments to change from all those willing to do so.

Step 2: Identify what makes a superstar salesperson.

What does the perfect sales executive or representative do? What are their characteristics? What are their strengths? What is the most important qualities that they possess?

While most sales training is focused on product knowledge, get specific to your industry and items such as solid work ethic, superb presentation skills, and the ability to build relationships. Define passion and goal setting. Here’s a tip: Let the sales team build the perfect rep.

Step 3: Evaluate each salesperson’s skills and behaviors against the best, identified practices

Have the sales reps rank themselves and each other on a scale of one to five (from weak to strong) against the “perfect rep.” Then, have their manager rank each one in the same manner. Finally, synthesize the scores and come to an agreement on each rep’s ranking in each category. Gaining agreement may have to come in an individual meeting between manager and rep.

Step 4: Customize the path to breakthrough achievement.

Once every rep’s strengths and weaknesses have been identified and rated according to the ideal, it becomes possible to customize each sales executive’s path to breakthrough. Train individuals in their weak areas weak, and leverage their strengths to help in the effort. Schedule ongoing training sessions that range from 15 minutes to one hour each, depending on topic and individual needs. Make sure ongoing and consistent weekly or monthly follow-up takes place. It is critical for successful transformation.

Step 5: Get a commitment to change.

It can be difficult to get everyone on board, but if the first four steps are done correctly the percentage of committed salespeople skyrockets. Unless they are motivated to improve performance, no amount of training will succeed. Some people are simply not interested in changing, but these first four steps can break even the hard cases.

When motivation and commitment are strong, a Caretaker can become a Performer or a Professional depending on their personality. Professionals can begin to take more risks in their selling game, thus opening up new opportunities. Performers can learn to balance their emotions and spend more time in the selling zone.

Invest In Success

Pure and simple, traditional sales training programs fail because most participants don’t embrace them. . Lacking any motivation to improve, they only go through the motions of the program because they have been told to do so. Next time before spending your money on sales training, make sure the sales force is prepared to train and that the dots are connected through the five steps of the Breakthrough Model.

About the Author: Breakthrough mentor and sales expert, Chuck Mache, has 25+ years of experience in selling, managing, building and leading sales organizations regionally and internationally. Use his transforming knowledge and expertise in building heavy-hitter sales organizations, and increase your productivity and profitability by buying his book, “The Four Kinds of Sales People” today at

Recommended Web Site(s):

Easy Articles Home Page - Articles Directory

Recommended WhmSoft Web Sites, Feeds and WAP Address:

WhmSoft Software Home Page - Software
WhmSoft Services Login Page - Music and Images
WhmSoft Moblog Home Page - Blog - Photo Gallery
WhmSoft Free Online Games Home Page - Flash Games
WhmSoft Services RSS Feed - Daily Music, Image and 3D Flash Animation
Classical Music with Drum RSS Feed - MIDI and MP3 Files
Classical Music with Drum Podcast Feed - MP3 and MP3 Files
WAP / I-Mode / PDAs - Daily Music, Image and Flash Animation

Home Pages:

WhmSoft Free Articles for Reprint Home Page
WhmSoft Services Home Page - Music and Images
Copyright (C) 2006-2024 WhmSoft - All Rights Reserved.