3 common Australian Sales Training Myths

In many of KONA’s Australian Sales Training and Sales Management Training programs we regularly find that rather than helping sales people to become more effective, too many sales managers are mostly concerned with the final sales results INSTEAD of managing the QDQ of sales activity that drives results.

If a manager is not managing and coaching the QUANTITY, DIRECTION and QUALITY of sales calls, presentations made and Face to Face meetings held with clients then their results are out of control

Sales is still a numbers game but it is not just about the Quantity of activity.

Managing the Direction of sales activity in terms of levels of contact; market segment and customer type; products being promoted, is critical.

As is the Quality of the F2F conversations including how well your sales people can ask interesting High Value Questions of the client’s business, market, competition, customers, challenges and future plans (rather than just questions about the products or services they want to sell the client)

QDQ is a major component of a professional sales training course in Australia however here are 3 myths related to Australian sales training that need to be addressed to get an ROI from your sales training, call centre training or Sales management training budget:

1) In Australia a sales training plan is not required.

Far too many organisations are introducing ‘off the shelf, by the manual’, generic sales training courses and sales management training in Australia that is not tailored or customised to your business, objectives and strategy

If you are going to introduce a sales training course ensure you have a training plan that integrates with your overall sales strategy and reinforces the specific changes in behaviours and skills your people need to adopt

Sales Training in Australia is only necessary when an employee is not performing or under performing.

In Australia there are many sales people and sales managers who are still selling the same way they did 20 years ago and yet remain successful because of existing technical knowledge or relationships

The problem here is that they never move forward and actually start to decline as relationships or products change

As an experienced Australian sales training and Call Centre Training organisation KONA Group will analyse and challenge your sales strategies and action plans before any training is run to ensure that it is focused on where your business and people needs to be going, rather than just doing better today

Put them on a sales training course and all will be well

If your managers are not going to follow up any Call centre training, sales training or sales management training in Australia with on-the-job coaching then you would be better off taking your money to the casino and putting it on Red or Black

Sales Training by itself creates a 20% change in behaviours yet KONA has proven time and again that when Sales Managers are trained to follow up with on-the–job coaching we get an 80% increase in behaviours that drive the QDQ of results.

“Every day should be a training day and every sales meeting is a training session.”