Discuss the need and process of training and motivating the sales personnel.
Inadequate product or service knowledge and lack of sufficient effort are, according to a study conducted by the University of North Carolina-Charlotte's Belk College of Business, two main reasons why sales personnel fail. Rather than simply blaming the sales staff, a savvy small-business owner will first analyze business processes and take training and motivational programs seriously. New-hire and ongoing training and motivation are both essential to increasing chances for success of sales personnel and increased business profitability.
Training Strategy
Sales training should incorporate both the mechanics and reasons for selling. A training strategy such as customer relationship management instructs sales personnel on what to do but doesn’t explain how. Just as important, for example, is training that tells sales personnel how to develop an effective solutions-based proposal and how to demonstrate a product in a fashion that reveals the best solutions to a customer’s problem or problems. A comprehensive training program that takes a trainee through each step of a sale demonstrates the selling skills necessary within each step and sets the stage for sales success.
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