We have all experienced it. Sales are down, so we conduct Sales training. But is Sales Training the solution? Yes and No…  

Most companies do not have an accurate picture of what is happening within the sales organization and fail to see it's correlation to falling sales. Since they work within a void of real information, they invest in Sales training hoping that will fix the problem. After a week of training, the sales reps are pumped and ready to conquer the world with their new found knowledge.

Unfortunately, a week later they are back to their old habits. Frustration sets in and the sales training is blamed.  

Most likely, it was not the sales training. In fact, we find that the problem is rarely the Sales training. It was just brought in too soon. In most cases, the downturn in sales is actually a symptom of deeper, more systemic problems. The problem is usually a combination of some or all of these factors:

• Sales Process
• Sales and Marketing Alignment
• Sales Management & Leadership
• Technology Adoption
• Compensation
• Organizational Structure
• Hiring

In order to get the most out of your investment in sales training, you need to pinpoint the real underlying problems. Stop blaming the sales trainer; it is probably not their fault…