London, United Kingdom (PressExposure) June 02, 2014 -- Most times, salespeople fail when they have less than excellent prospecting skills and don't spend sufficient time improving their performance. If you are a broker who works alone you can invest in the large selection of sales and coaching books available. Provide detectable value to your clients and they will less likely perceive you as a salesperson and more likely as a valued resource.
Ultimately, prospects buy from individuals, remember it's all about relationships and coaching improves your relationship skills. Coaching teaches reps how to pick the best prospects, how to really sell their services, and how to practice good stress management techniques. It focuses on development and what's truly on a sales reps mind. Most reps don't spend time thinking, "How Can I Close Better," but think, "How can I make sure I'm not missing out on opportunities?"
Because of today's economy, many Sales Manager's think that their only option is to cut back on training and instead look to recruit sales professionals who, in theory anyway, already possess the necessary skills needed to do the job. However, most of those same Sales Manager's are discovering just how difficult it is to find skilled salespeople, who have all of the essential skills and personal traits. Also, it is not possible to equate experience or longevity with success. Any organization that hires only experienced salespeople and fails to provide them with proper sales training is setting itself up for disaster. The reality is that selling in today's climate is both an art and a science. Selling is a profession that demands a far wider range of skills than ever before, skills that require continual fine-tuning and constant practice.
Consistency Is Key. Ongoing reinforcement and development is essential for success. The operative word here is "ongoing". Even if salespeople have undergone progressive sales training, there's no guarantee that they will be successful. It is common knowledge that skills grow rusty over time and salespeople are prone to pick up bad habits along the way or to simply skip steps and take shortcuts that can lead to long-term trouble. Even more important is the fact that markets, competition, technologies, and customer preferences are all in a constant and accelerating state of change. This fact requires that sales people are able and willing to rethink their sales approach frequently and receive regular skills and motivational coaching. Sales training generates goodwill and concrete skills that forge a path of excellence for your reps to follow.