Continuously developing sales competencies
13th December 2017 | Bob Apollo
I’m not sure that what you might describe as the “traditional” approach to sales skills development – sending salespeople on an occasional formal sales training course based on one of the many standard methodologies – ever delivered consistent results in terms of driving sustained performance improvement.
And that was in yesterday’s relatively static marketplaces! In today’s fast-changing business environment, sales competencies require continuous honing and development. Simply repeating what worked a few short years (or even months) ago no longer guarantees future success. This has a number of significant implications.
Agility
First, skills development programmes themselves have had to become more agile – evolving to more of an on-demand, self-paced, customised-to-the-individual approach. There’s still an important role for collective training, but bringing salespeople together in a room once a year (or less) isn’t going to satisfy these new needs.
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