| It is widely known in MBA circles that a highly | | | | learned very quickly that sales are often a |
| trained sales force is up to five times as effect is | | | | moving target and consistency in the sales |
| as a sales force which is not properly trained. | | | | process is almost as important as consistency in |
| Sometimes the sales profession is given a bad | | | | the brand name of her franchise company. |
| name, but in reality a highly trained and sales | | | | My techniques in training started out by allowing |
| professional gives their company and its products | | | | our new salespeople to shadow me, as I made |
| or services a good reputation. A good sales | | | | sales. Usually I would hire someone with sales |
| professional develops a dialogue with the | | | | experience and they would also teach me things |
| customer and a relationship as he takes the | | | | along the way. As crazy as this sounds it actually |
| clients or prospect through the sales process. If | | | | worked and although I learned my sales training |
| this is done properly everyone is happy and | | | | techniques and got my sales education this way; |
| everything works great and if not the company is | | | | the hard way, I think I probably learned it better |
| wasting time and efficiency and tarnishing its | | | | than most franchising company founders. Yes we |
| image, its brand name and the integrity of the | | | | made lots of mistakes in the process, but in the |
| organization. | | | | end we were able to develop a perfect sales |
| Much of this article is written not from an MBA | | | | training process. You should consider this and |
| textbook standpoint, but rather an entrepreneurial | | | | make a strategy and break it down into a list of |
| spirit, as I started out in a very small company | | | | things to do. Perhaps this article is of interest to |
| and built it up into a multi-state franchise operation | | | | propel thought in 2007? |
| servicing 450 cities, 110 markets and 23 states. I | | | | |