Just about every sales organization performs some sort of cold calling. And most of those organizations incorporate some sort of training for their sales staff. The training may include some information on the products and services that are being sold, maybe some information on the company systems and processes, and likely a focus on general sales methodology. What is not very common in most training curriculum is some form of very focused cold call training.
|Training on cold calling is very specific material around the art and discipline of picking up the phone and performing outbound calling. And while most organizations see the value in doing sales training, there is often not a lot of information and training provided specific to the area of cold calling.
Outgoing Personality: There is a common belief or perception that if a person has a very
Sales Experience: The second myth that can occur is that people assume that if someone has sales
Activity Equals Results: The third myth for predicting a successful cold caller is that if they
When we look at these three myths we can see why a very busy business operating on a tight budget might skip the activity of delivering training for cold calling. Instead of making the investment of time and money, they invest in outgoing sales people that have sales experience. Management then puts them on the phone with a set of goals and pushes for high activity levels. While this this approach will deliver some results, it also could lead to unsatisfactory sales performance, sales staff turnover, and missed sales opportunities.
Launch Pad Solutions provides sales training helping sales pros to improve sales results.
|This article was published on Monday 27 June, 2011.|
|Back to main topic: Sales Training
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