The Accidental Sales Manager by Chris Lytle

Author:Chris Lytle
Language: eng
Format: epub
Publisher: Wiley
Published: 2011-03-25T16:00:00+00:00

Training salespeople used to be fairly simple: You’d buy a packaged program and give the salespeople a couple of days of instruction. Or, you’d have them shadow a more experienced rep in the field for a week to see how they do it.

Many potential customers have asked me, “Is your sales training for beginners or veterans?”

“Both,” is my answer. “The beginners don’t know it, and the veterans have forgotten it.”

I was on the phone with the training executive for a Fortune 500 company whose employees always rank among the best-trained people in the country. This company flies new salespeople into headquarters and immerses them in a four-and-a-half-day induction course.

“How much of the training you do makes its way back into the field?” I asked the executive.

“Chris, very little of it even gets on the plane as they fly home.”

The training director manages 11 trainers and the company has built a training campus at headquarters. These brick and mortar classrooms need a parade of trainees to feed the beast they created when classroom training made sense.

I have watched sales training become increasingly fragmented and specialized, and I feel that it’s a lot like what has happened to beer.

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