Why Sales Training Seldom Works - Page 2
I’m not a cynic. To the contrary, I’m a firm believer in Maslow and self-actualization. But I do believe the impetus for meaningful change is seldom imposed from outside – it has to be wanted. Deeply and genuinely.
Humans have tremendous power to evolve. Regardless of your beliefs on the origin of our species, our growth, throughout history, is astounding. We are driven to explore, to invent, and to learn. And we are capable, when presented with opportunity and encouragement, to change our surroundings and even ourselves. But we have to want to change, and we have to commit to paying the price, through self-examination and significant effort, to confront our own behaviors and to practice self-improvement.
So, before investing in sales training as a panacea for revenue shortfalls, I’d recommend taking a close look at your sales force, individual by individual, and asking, “Which of these folks really want to change?” Then, be prepared to invest heavily with all of the resources at your disposal.