Sales training is a long play

This episode of the Shift Control Sales podcast is a solo refection focusing on ‘expectation management’ and why I believe that effective sales training and sales coaching is a long play.

The introduction of sales training to a business can happen for a number of reasons:
– progressive thinking on the part of the management or
– the need for essential remedial work

Many of those falling into the latter category tend to need dramatic and immediate results – a bit like those who have been told by their doctor that they need to loose weight, begin booking PT sessions, buying gym gear, heart monitors, step counters and then watch the scales twice a day.

Another example of the importance of “Holding the vision and trusting the process.”

You have a clear vision – sales growth / weight loss – create a process and work the process and have some kind of realistic expectations along the way.

Sales training doesn’t work in the same way that a defibrillator does.

Effective sales training and sales coaching is about changing behaviour and attitude, shifting mindset, unwavering focus as well as skills development.

Any kind of worthwhile transformation will take time.

Podcast available here on iTunes 

and below on Soundlcoud