Why Does Sales Training Avoid the Personal Aspects of Salespeople?


Hmm, I just received another webinar email on sales training offered by some experts. In reading the short bullet points, the emphasis again was on specific sales coaching technical issues,  technical sales skills, the professional behaviors of sales management as well as poor organizational processes and procedures. Yet, nothing, zero, zilch on the personal aspects of each salesperson.

I am continually amazed of all the sales training or sales coaching being offered that avoids the personal aspect of each salesperson. For it is our personal behaviors that drive our professional ones and not vice or versa as some sales training or sales coaching firms appears to promote.

Until people have clarity about their own personal lives, know who they are, know where they wish to go and know how to get there, the majority that being probably 95% of all sales training will be a waste of time, energy, money and emotions for all involved.

Sure knowing the desired results are important, but those results must be first the personal desired end results.

Sure bad organizational efforts, poor organizational misalignment not to mention inconsistent communication contribute to the inability to consistently increase sales.

Yes, over management of the sales representatives or sales team by sales managers is also an issue.

Again, until each salesperson has clarity specific to her or his own personal strategic plan, then the misalignment will continue until that clarity is achieved.

Sales skills development will always be secondary to intra-personal skills development.

Intra-personal skills development start within each person or as Shakespeare said “To thine own self be true.” One cannot be authentically true to the organization if he or she is not authentically true to himself or herself.

P.S. If you wish to start with your intra-personal skills then this FREE webinar – Be True to You – on Thursday, January 3, 2013 from 12-12:30pm central time may support you in being more true to you.


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