A recent report by Selling Power indicates that corporations spend over seven billion dollars per year on sales training. The vital Nike Shox TL1,issue, with an investment this large many companies do not provide a means to understand whether it leads to a return on investment. And, many sales representatives do not adopt the sales methodology! In present economic times, the cost of capital is to high not to have measures.
Our firm has spent over 25 years in the field and we have seen this trend too often repeated. There is simply no reason to measure productivity, manufacturing and talent management, and not measure training return on investment.
When the concern is for both sales and growth there is a vital need to form a link. We have found that there are several issues that break the connectivity: - The sole metric used is new sales or new clients. - While many Nike Shox NZ,companies conduct sales training, it is event based. - Many selling representatives do not adopt the prescribed methodology. - "Eighty seven percent of training is lost within one month." - Training is not tied to the corporate business strategy. - Executive buy-in is narcissistic.
The sole metric used is new sales or new clients. Differentiation is the key to all business and industry. However, many do not have proper metrics to understand the impact of new and decreased sales. If a firm is Nike Air Presto,engaged in an established selling program then it's vital to work toward a return on investment. Talent is measured, manufacturing production is measured, and customer service is measured, then why not sales? More importantly, new sales cannot be the only metric used to denote if sales training works. Selling does not work in a silo. Clearly, customer service, closing efficiency, handling objections and demonstration of product and service are required. The metric used must integrate with all operational departments effected by sales and more importantly the linkage to the overall corporate strategy.
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