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Take the time to train
July 17, 2007
I just returned from another very successful Trade Show, while at the show someone asked me, “How much time do you think we should spend on training?” It occurred to me that many owners/buyers spend hours, days, weeks or even a month every year selecting merchandise. I know owners that spend 8 days at the various national trade shows, another 8 days a year at semi-annual buying group shows, several more days at regional trade shows, several days overseas once or twice a year, and an additional unknown hours with vendors on the phone or on location.
This realization caused me to wonder; do these same people spend as much time or give as much effort to their most valuable asset? That asset being the only people that will help them get rid of the items that they spent hours, days, weeks or even an entire month every year selecting? Your Sales Staff.
I have always believed that if the owner or manager of a business can “Create an environment of personal growth and development – they will be successful.” You have all probably heard the old saying “Knowledge is Power” I don’t believe it. I believe that “The Use of Knowledge is Power”, big difference. Having a sales training meeting once a week or once a month, having your people watch a video or read an article, does not insure that the knowledge given is being used. Only that the information was given. The retention and application of the information given is the key to maximizing success in business. Simply because the person being trained heard, the information does not mean that they understand the information, can apply the information or USE the knowledge given. It is only through constant and on-going training that the use of the knowledge will be achieved.
If you are a salesperson reading this blog and your company does not offer consistent, on going training – put the responsibility upon yourself. After all, your success at stake as well.
www.iastraining.com
Posted by Brad Huisken on July 17, 2007 | Comments (0)
