Often, our clients tell us sales training they have done in the past returned mediocre results and the challenge to get Sales Managers to follow up and reinforce the sales skills it is formidable. We have found, over the last 15 years, there has been a real shift in sales training toward content that is analytical and case study oriented.
More lengthy case studies, often at the end of the program, are used to challenge the participants to apply what they have learned which typically include using a consultative sales process, responding to psychological factors involved, buyer personality types, etc. All of this stuff is interesting and stimulating, but is it truly addressing the most basic problem that causes most Sales People to fail?
We have met and interviewed thousands of Sales People and wrote two books based on all that data gathering. What causes mediocre results is not a poor understanding of the sales process, it's the inability to use the sales process in a credible and persuasive way.
What we find today is that the three most common causes of poor selling performance are:
Let’s look at the most important sales communication which we call Bedrock Sales Communication Tools:
Dynamic Communication Coaching
a dynamic sales culture
sales people fail
What makes Dycoco's approach so unique is how we work simultaneously with the four key elements of a great sales team:
Most Sales Training delivered today does not have nearly enough practice and repetition with increasingly rigorous coaching to break bad habits and reinforce new ones. One or two practice sessions on a new sales skill is simply nowhere near enough. Consider how many times a Professional Golfer will practice the exact same shot in order to master it. It seems so many programs are built to cover a lot of material quickly which ignores the reality that it is hard to acquire skills that involve VERBALIZING information and facilitating an interactive, back and forth conversation like the consultative sales process.
Dycoco Sales Training is more rigorous and challenging than anything offered by other sales training companies and we guarantee it.