| The IT training industry has certainly seen some | | | | worked, it has always been frustrating trying to |
| major changes over the last couple of years. The | | | | convince people that sales people also need |
| majority of the "top-flight" training companies | | | | relevant coaching, mentoring, structured and |
| have experienced substantial reductions in the | | | | continuous sales training. |
| revenues they enjoyed several years ago. | | | | I suppose the question most would ask, is sales |
| Although, there is still a strong belief that training | | | | training delivery not the responsibility of the sales |
| has a significant role to play in developing a | | | | director? Fair point and certainly they should |
| company's goals and business objectives, the | | | | always advocate training, but delivery? I don't |
| nature of the industry is changing. | | | | think so. |
| One of the most significant challenges facing the | | | | A sales director, and a sales manager, should |
| IT training industry, I believe, is the fact that sales | | | | certainly have elements of being able to deliver |
| people do not receive the relevant sales training, | | | | training, but their main duty is to lead, motivate, |
| mentoring, or career direction compared to others | | | | coach and ensure the strategy and business |
| in the industry. This is more pertinent in times of | | | | objectives for their company is being met. |
| turndown. | | | | Sales consultancy and training |
| In terms of risk to their jobs, those who do not | | | | Sales consultancy and training is about focusing on |
| receive the appropriate sales training are always | | | | the challenges sales people face. It's about |
| the most vulnerable. Some would argue, that | | | | developing a longer term plan to over-achieve |
| without a strategic training plan for employees, a | | | | targets. And I mean long term! Sales training |
| company in the long run will suffer by losing | | | | (classroom) is only part of the solution. |
| revenues and shareholder confidence. More | | | | Typical organisations have sales training once a |
| importantly, lose valuable talent that is expensive | | | | year within a conference style environment. More |
| to replace. | | | | like a day out than anything else! It's like an after |
| Sales People | | | | dinner speech where you listen to the stories; |
| As sales people we do share some of the | | | | very enjoyable at the time, by the end of the |
| responsibility and many still go to work with the | | | | evening you struggle to remember ten of the |
| mind-set that, being in a selling role, we do not | | | | good stories, next morning even fewer, by the |
| have the time or requirement to develop our | | | | time you get into work the next morning most of |
| professional sales skills. | | | | what was said the previous evening has gone. |
| To be fair, in my own experience the majority of | | | | There are some very good sales consultancy and |
| sales training courses attended by sales people | | | | training companies offering practical solutions to |
| have been delivered by either technical or | | | | the training industry. I am convinced though, that |
| end-user trainers who are exceptional and very | | | | the majority of sales people in the industry do |
| professional people, but are not sales people! | | | | not feel there is enough training, coaching and |
| "..the majority of sales people in the industry do | | | | development to properly address the skills |
| not feel there is enough training, coaching and | | | | shortage within a sales environment. |
| development.." | | | | In a market place where profits are low and cost |
| This has led to skepticism and an unfair balance of | | | | is high; is it not better to take the approach that |
| career building. But like with any other career, | | | | sales people are important in maintaining |
| there are those top sales earners who | | | | revenues? Sales people need to be trained and |
| understand the need to constantly develop and | | | | developed as much as any trainer, project |
| maintain their sales skills, where necessary, adjust | | | | manager or senior manager. Are they not at the |
| their patterns to fit in with current climate | | | | forefront of the client relationship? |
| conditions and learn new skills. In return earn more | | | | Without the proper development they may, and |
| money. After all, we are sales people. | | | | in many cases do, ruin a client relationship. |
| Back to training...... | | | | How much revenue do you think is being lost? |
| Surely a technical trainer without the relevant | | | | Ironic then, that most IT training companies do |
| experience and qualification would not be let loose | | | | not advocate both the training and development |
| in a classroom with fee paying clients. However, | | | | of their sales people. |
| at all the training companies where I have | | | | |