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Why Most Sales Training Fails
Blog / Sales Management / Apr 4, 2016 / Posted by Ken Thoreson / 5263

Why Most Sales Training Fails

Many salespeople fail not because of the lack of sales skills training but because their organizations are not spending enough time/money training them on the emotional power they need for success.

I am convinced that salespeople must be trained on the emotional elements of success at the same level that they are trained in pure sales skills training. The reason most salespeople fail to achieve quota is not product or the market it is because they lack the self-confidence or emotional commitment to success.

Last week after speaking at a conference a person mentioned to me she really enjoyed the topic; Why Winners Win. It is one of my favorite parts of the keynote and the four points I make wrap up many of the beliefs I hold, so I thought I would share them with you today.

The first element is: Winners Create Optimism. One reason is they dare to dream what others can’t imagine. In the past sociologists told us that you needed talent or hunger to succeed and win. There was a study done of highly talented individuals and those people who worked extremely hard (hunger) that never became successful. The result was the groups that were successful had an additional ingredient: optimism, not a simple happy go lucky feeling, but a real attitude that good things will happen. The secret to this ingredient is you can develop it. Work on the positives of life.

The second element is: they recognize fear as opportunity. Winners aren’t immune to fear, but instead of stopping them, the go with it. They treat fear as a signal and push through to experience new heights of living. Feel the fear-do it anyway!

The third is: they build dreams. Winners can visualize, they create of the image of their dream into reality. Our dreams shape us and we can’t do what we can’t imagine, people who get what they want often figure out what that is by letting their ambitions soar instead of censoring them before they emerge. Winners hang on to dreams…they are self fulfilling prophecy; positive illusions promote the capacity to productive work and a successful life.

The fourth action is: Winners reduce frustrations. Winners focus on what will go right, not what will go wrong, losers see the sand traps around every green, winners see only the greens—go for the pin! Remember that past frustrations build anxiety, while we must recognize frustration, it is a healthy by product of working towards your goals/dreams. Frustrations are simply steps to achievement.

Keep reading: Two great books to keep your mind on track.

My blog on Creating Intensity is also focused on the emotional aspects of sales leadership and sales team performance.

I hope these ideas will begin to make your week, month and year terrific! Remember to build a Gourmet Life! Put the right ingredients in place and your Menu for Life will guide you to a highly successful and happy life.

About Author

Ken provides keynotes, consulting services, training and products designed to improve business and revenue performance. The past 4 years, Ken was ranked by Top Sales World Magazine as the Top 50 Sales and Marketing Influencers. Ken has 5 books, his most recent, SLAMMED! for First Time Sales Managers.

Author's Publications on Amazon

What's the number challenge for sales leaders and sales organizations? Recruiting and hiring top talent. While most sales organizations focus on creating a sales process to increase sales performance, they fail to develop an effective recruiting and interviewing process that attracts top talent. Then they…
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In Your Sales Management Guru's Guide series sales management expert Ken Thoreson teaches sales leaders the essentials for leading and developing high-performance sales teams. In this book, you'll gain skills and techniques for creating sales compensation plans that will take your sales team to the…
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In "Sales Management Guru's Guide to Recruiting High-Performance Sales Teams" you'll get detailed interview scorecards, interviewing questions, and sample job descriptions. Plus a bonus section dedicated to the new hire onboarding process.
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