CORONAVIRUS UPDATE FROM BOB GREENE: ECONOMIC IMPACT ON BUSINESS

WARNING: This post is a shameless self-promotion of my customized sales training services.

In today’s bear market where businesses are being decimated by the economic fall-out of the coronavirus, having any sort of competitive advantage is essential. Having a strong, well-trained sales team is that key competitive advantage.

Each year, US companies invest more than $5 billion in sales training and improvement. Yet, most trainers do not maintain any sort of follow-up. Without follow-up, the training does not sustain a positive impact on the sales team over time. In other words, the lessons taught are not retained.

My customized sales training follows the A.D.D.I.E. model of instructional design, where the last component, after Analysis, Design, Development, and Implementation, is Evaluation. I build in a 30, 60, and 90-day follow-up with management to ensure that the sales lessons taught are the sales lessons learned.

In my trainings, I spend a lot of time emphasizing the sales process and how there are no short cuts in sales. The process is there to be followed. A sales process is measurable, repeatable and sustainable. Following the process ensures a full pipeline and positive results.

As an example, one of the steps most often skipped by salespeople at all levels of experience is "qualifying" a customer. Yes, it takes time to research your prospect to make sure they align with your Ideal Customer Profile and that your goods or services will be the right fit. However, failure to effectively qualify a prospect means wasted resources of time and money when your “deal” gets stuck in the pipeline because it should have never been in there in the first place.

Given how essential sales training is to the success of your organization’s bottom line, are you investing in the right training? Is it customized to your team’s specific needs? Is it activity-based to ensure measurable results? Does it include follow-up from the instructor?

If you’re happy with your status quo, then I wish you well. However, if you’d like to explore how my customized sales training can make a positive impact on your bottom line, then by all means, please drop me a line.

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Bob Greene is a professional corporate sales trainer and business advisor who resides with his family in the Washington, DC area. His company, RCG Business Services provides customized sales training that is in demand by mid-market companies including financial institutions, logistics companies, technology start-ups, associations, and service organizations.