Sales professionals who know the tricks of the trade and have completed university-backed sales management training are leaders in their field. Currently, there are about 19 million salespeople in the United States. However, according to Gerhard Gschwandtner, founder and publisher of Selling Power Magazine, “only about 20% are true professionals.” The select few in this elite category are typically those who have taken the time and effort to invest in their training and development.
Three Common Pitfalls That Cause Salespeople to Stumble
There are several common traps that can really cost sales representatives who don’t have effective sales and sales management training. Here’s a glimpse at three of the obstacles that can trip up even the most experienced sales pros:
- Premature Close
Pay attention to signals and listen carefully to prospects. If someone is not ready to buy, then use an appropriate close to achieve the next desired course of action. Choose a technique – such as the “minor point,” “Ben Franklin,” “next appointment” or “clean up” close – based on the signals you receive.
- Inadequate Post-Sale Follow-Up
Always schedule a series of communication with customers via phone and/or email. Planning a (non-sales) visit to see how a product is working for a customer is also good protocol. Nurture the relationship by taking clients to lunch and/or dropping off bagels for the company.
- Insufficient Investment in Self-Development
To increase close rates, boost earnings and stay on top, salespeople must continually invest in skill-enhancing tools. The best option is expert-led online sales management training from a respected university. This allows students to learn incrementally at their own pace when it’s convenient for them.
Premier Sales and Sales Management Training – 100% Online
The University of San Francisco’s online sales and sales management training courses are designed for every phase of a sales career. In addition to acquiring proven sales techniques, students will also learn how to effectively manage everything from time, to customer relationships, to an entire sales organization. Each of these three sales and sales management training courses provide students with valuable new skills, credentials and leadership training to position them for a place at the top: