The Challenge of Using Sales Training to Improve Results
Are you frustrated that training has no significant and lasting impact on sales results?
You might be surprised at how often a sales training course has little or no impact on sales figures. Even more surprising is that some business owners and management seem almost resigned to this fact and don’t even look for ROI.
What is Different About Prosell’s Training Approach?
What Prosell does is to put into clear steps how the miracle occurs. Our training programs encompass all the elements that that achieve measurable workplace change:
- Training that is customised so that people improve in the key areas they need to in order to have an impact on results
- Training that results in measurable implementation plans, which can be managed
- Clear goals set for post training activity and results
- Sales management are given the tools and, if necessary, the skills to coach and develop real expertise
- Simple checks that maintain focus, through the use of a mobile.app that links sales person, manager and trainer
Why is this Approach to Training so Important?
Without the right process, training rarely translates in to revenue improvement. For many, it is a box ticking exercise; an activity that is not measured because no one really expects any change. Developing sales skills, like developing any skill, had clear guidelines and rules.
Our work is guided by a clear principle, that training courses do not, on their own, change the effectiveness of people in the workplace.
(Dettaman and Sternberg – Transfer on Trial 2005 – this publication evaluates the transfer of learning from classroom to workplace of sales skills training. They concluded that 86% of unsupported skills training fails to transfer into the workplace. And the 14% that does transfer dissipates within 4 months.)
That means with classroom training alone, you will waste 86c of every $1 invested.
The Top 7 Findings from New Learning Transfer Research
This is a useful link to the latest discussions on learning transfer in Australia.
The Skill Development Model
The Skill Development Model, which is a universal model and shows how all skills are acquired and developed, shows you the steps you must follow.
Licence to Sell™ - The Prosell Workplace Accreditation Program
This is a very powerful program, which supports, coaches and accredits people for showing they meet the standards expected of them – both skills and results, in the workplace.
What would it mean if all your sales team were at the standard required?
Where has Prosell used this Process to Improve Client Results?
Over the years, we have helped our customers achieve some impressive results, for example:-
- Significant sales revenue uplift - we have seen increases of 50%-200%
- An average order value growth of 36%
- 47% increase in customer retention
- Improvement in Net Promoter Score by 11%
- A 39% reduction in employee attrition
It is a methodology that had given real bottom-line increases to a range of clients. From Harrods in The UK to Suncorp in Australia, from Comcast in 16 US States to the 700 people at Dell’s sales centre in Malaysia, we have applied these principles to significantly change results. Read our case studies to see how we perform and what our customers are saying.
A Few Testimonials
Prosell delivers results not training events- because performance matters
Talk to us about developing a program tailored to your needs:
Prosell has resources to deliver sales training courses and programs across Australia;
covering Sydney, Melbourne, Brisbane, Perth, Adelaide, Canberra and internationally.
