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Stop the “Rah-Rah” Sales Training

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Having cut my teeth in the sales realm so many years ago, I had the unfortunate experience of attending many “Rah-Rah” sales meetings. The idea is good – getting the sales team motivated to go out, throw off the rejection that runs rampant, and stay focused on the goal: Getting the sale.

And while all that sounds good, this approach does little for long-term results, and in reality damages the mindsets of people who might otherwise become great sales professionals.

I am convinced that good sales training must start with educating salespeople about their own behavioral and motivational styles. They first have to learn what the different styles are, and how their profile fits into the overall picture. They have to learn their strengths and weaknesses, and then how to play to their strengths and shore up their weaknesses.

The worst thing a sales manager can do is say, “here’s your strengths – capitalize on them, here’s your weaknesses, fix them.” I’ve got news for that kind of sales manager: If the sales rep knew how to fix the weaknesses, it would have been done a long time ago.

Good sales training starts with individual self-awareness. It takes time, but good things almost always do.
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