- Training Retention
Not only does retention fall dramatically after the first few hours
of sitting in a classroom, the ability to translate the information
into useful activity is also minimal. So why do we still see one and
two week programs for sales and F&I training when we know they don't
work?
- Results
Accountability for training retention and sales improvement is the last
requirement most trainers want to face. They're hoping you'll be satisfied
with a client list and testimonials.
- Management Support
Most middle managers never attend the salesperson training. Most trainers
won't press the issue because it's easier just to deal with the salespeople
relative to credibility exposure. As we all know, the managers can't
and won't support an initiative in which they don't have buy-in and
"grassroots" involvement.
- Process Implementation
Most sales systems don't "stick" because most managers have
never been trained on the essential elements of implementing and sustaining
basic sales processes. Unfortunately, no amount of experience or sales
knowledge will lead to process management skills. Without process management
skills, each day the same obstacles are encountered while reaching for
the next level of sales and profits.
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Test" issues:
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