Training key to enhancing performance

PUBLISHED : Saturday, 20 August, 2005, 12:00am
UPDATED : Saturday, 20 August, 2005, 12:00am

Beginners and veterans alike can benefit from sales training. While some people are born to sell, there is hope for others who want to embark on a sales career.

It is crucial to provide training on a regular basis.

'Training helps both beginners and experienced people alike to expand their skill sets and therefore perform better in their current position,' said Christine Pace, sales and marketing director, Hong Kong and China for Adecco Personnel.

For new salespeople the benefits were obvious, but seasoned professionals found that training offered them the opportunity 'to acquire selling techniques they haven't acquired yet or to be refreshed in these techniques', Ms Pace said.

Sales training is a win-win situation for the employee and the company.

'The company immediately benefits from training, since employees will feel rewarded,' she said.

'It also simultaneously increases or reinforces staff's motivation to perform well in their roles with new skills and prepares them for additional assignments and responsibilities, thus enhancing career advancement.'

Typically, such courses would go beyond classroom instruction to include workshop and role-playing formats.

'Course content includes 'sales cycle' research tailored to fit an industry,' Ms Pace said. 'It also includes structuring and scripting sales calls, the sales meeting and follow-up, negotiation skills, handling objections and a general sales session called 'selling on purpose'.'