The selling profession has become increasingly important in contemporary organizations. Unfortunately, many businesses devote little time and resources to sales training. But as the recession reverses, there will be an increased need to refocus energies on productivity and performance. Selling professionals will be pressed to make budget and exceed their quota goals. The only way to achieve that is with proper sales training. Drew Stevens, Ph.D., author of Split Second Selling, cites four cost-effective methods that sales professionals can use to gain a competitive advantage without blowing their budget:

In a down economy, generating sales leads is the key to survival. Discover how to turn prospects into customers and drive business growth. Download your free copy of Effective Sales Techniques: How to Sell in Boom Times or a Recession without cost or obligation.

1. Books, audio, and video. These time-tested resource tools always assist individuals seeking to acquire knowledge. The major concern is the lack of accountability and return. The onus is on the individual to apply their learning and research.

2. Public seminars. Public seminars are purposeful. Attendees can gain significant knowledge during a one- to three-day session. Benefits include networking, collaborative group interaction, and facilitated lectures. However, seminars require participants to absorb as much information as possible with very little application. Also, there are a plethora of public seminar companies confusing the market.

3. Online learning/webinars. These electronic resources are most helpful to individuals seeking specific knowledge. Understandably, the ability to take a course wherever, however, and whenever an individual needs immediate information is a terrific real-time concept. Additionally, the ability to enroll in job-specific courses assists with gaining immediate answers to existing sales issues. However, similar to books and audio, there is little productivity gain without accountability.

4. University training. As adult programs proliferate, major universities are seeking new methods to reach those looking to return to school for career advancement. But despite the need for selling in every business, few colleges and universities in the United States have an established, formal sales program. Of those that do, the curriculum offers:

• Increased competence in a competitive and global world

• Confidence in effective sales management techniques that help to increase productivity and employee morale

• Leadership qualifications, enhanced by persuasive communication

• Reduction of attrition, which creates significant cost savings for an organization

• An understanding of the importance of selling to the organizational strategy

Permalink: http://www.fuelnet.com/?p=5762