How much have you wasted on Sales Training?
The most unsettling element of the above graph isn’t less than 5% retention after a year. It’s the less than 50% retention after 1 month!
So what the primary reasons for lack of retention:
- Lack of respect of trainers to sales people; we’ll teach them how to sell
- New Systems overshadow New Methodology; training poorly disguises new controls
- Sales Managers are metric oriented; sales people are future/sales oriented
- Where’s the reinforcement; nobody gets it right the first time so where is the follow up