"Salespeople are born, not made. Some innate aptitude is needed and no amount of training can produce a good salesperson without the prerequisite aptitude." Do you agree or disagree?
used to help sales employees receive job related:
TYPES OF TRAINING:
THE SCOPE OF TRAINING
How formal is sales training?
TRAINING METHODS AND PROCEDURES
WHO DOES THE TRAINING?
WHERE IS TRAINING DONE?
Experience is a tough - and expensive - way to learn. Unfortunately, not all organizations do well in training new recruits. Consider the case in which the training manager of an insurance franchise was given the job merely because he was the son-in-law of the franchise owner.
As a young recruit selling life insurance, the author opened a large case that would have paid a $7500 commission. When he asked his training manager if he should take any special precautions with this case, the trainer merely laughed, believing that it was not possible for a new recruit to open such a large case. The application was written and a large deposit given, but unbeknownst to the new recruit, such large applications require the applicant to take a physical exam. Because of a mild heart attack several years earlier, the policy was issued with a "rating", meaning that a higher premium was charged. Upon learning of being rated, the applicant felt offended and refused to accept the policy, ultimately purchasing a more expensive and restrictive policy from a competitor that did not require a physical. Had the prospect (and the agent) known the procedure and likelihood of a rating up front, he likely would have accepted the policy.
In another case, a physician wanted to purchase a disability policy. The young agent asked the same sales manager for some training in selling this. He was merely given a rate book (listing policy amounts and premiums) and told, "just take the app." When the young agent and the prospect worked out how much monthly income would be needed, it was found that the rate book indicated that this high of an amount could not be sold. Again, the prospect was offended. After this incident, the young agent asked for advice from an older agent who laughed, "Certainly you can sell the physician such a policy! The rules and the amounts changed two years ago: why are you using such an outdated rate book?" That agent kindly helped close the bungled sale, but the price of this education was a split commission.
No matter how smart or diligent you are, if you are selling something
that doesn't require any training, then you are probably selling something
that doesn't require personal selling in the first place.