Why the Existing Sales Training Model is Broken. And How to Fix It. With Richard Ruff. #240
Joining me for the second time is Richard (Dick) Ruff, of Sales Momentum, a top sales trainer and leading expert on major accounts selling. Dick has authored many books, including Mastering Major Accounts Selling and is co-author with Neil Rackam, on Managing Major Sales. In this episode, Dick and I do a deep dive into the field of sales training. Among the range of subjects we cover are: why sales training needs to change, the inevitable changes in the future of sales training, and why companies need to invest in both sales training and sales education.
Click to tweet: How sales training will evolve to meet the needs of sales professionals. With @saleshorizons now on #Accelerate!
KEY TAKEAWAYS
[3:54] What factors will drive the transformational changes in sales training over the next 10 years?
[7:06] Dick predicts a big shift in companies’ expectations, from sales reps being product facilitators to becoming trusted advisors.
[16:16] Dick describes the different methods of delivering sales training, including classroom, virtual, and self-paced sales training; and the future of sales training with virtual reality.
[23:16] The difference between sales education (behavior-oriented) and sales training (skills-oriented).
[26:54] Dick talks about the roles universities may play in the future of developing new sales professionals. And the future importance of professional certifications for sales people.
MORE ABOUT RICHARD RUFF
What's the most powerful sales tool in your arsenal? Past references.
Name the one tool or app you use for sales or sales management that you can’t live without. Google.
Who's your sales role model? Neil Rackham.
What's the one book that every salesperson should read? SPIN Selling by Neil Rackham
For more information about Accelerate! please visit my website at www.andypaul.com. To listen to previous episodes of Accelerate! please CLICK HERE to view a complete catalog listing.
Leadership and Sales Clarity Strategist | Talent Assessments | Sales Culture | Keynotes | Real Estate AZ High Desert
8 年As I said, we train dogs; we develop people. Most sales training fails to work with developing the necessary attitudes and habits because it only focuses on knowledge and skills. My husband's wisdom comes through with these words "It is not a question of do I know it, but do I want to do it." The want will always exceed the know.