Sales Training is the Sales department’s problem, not HR’s
On a weekly basis, I personally interact with atleast 10-15 people from various industries and these are largely C-level executives or Sales Heads. Needless to say, I have developed an understanding of and psyche of the set of people I meet. The one theme that is constant is that everyone is happy to shift the focus of training to HR.
Do the people in HR know what are the various product lines at the company and technical specifications?
Does HR go out in the market and sell?
Does HR face the client?
Does HR sit at the monthly, quarterly, yearly Sales review meetings?
Answer to all the above is a resounding no. HR people are great at what they do and their job is to ensure a certain number of hours of training are completed. Training as a culture for India’s growth companies is a new concept is what people say. Let me confirm it is non-existent.
Efficacy of the training is best understood by the Sales team and this is a proven fact.
This is not a blog, this is a request. Take training in your hands today, ladies and gentlemen of Sales and stop treating it as a ‘task’ to fulfil.
Quota is not met.
Product Knowledge is low.
New products are not moving.
Margings are low.
Cross selling and upselling is just not happening.
To solve these problems, you need to empower Sales people with knowledge that enables them to have winning conversations with their clients. I’m a big fan of clichés because clichés are most times hard truths and firmly believe that ‘Knowledge is Power’.
To know more about our Sales Effectiveness Solution and to take training in your hands to bolster growth, reach us here.
Miraj started his career reconciling Third Party trades at Goldman Sachs. Since then, he's sold Fixed Income Bonds to Central Banks, Recruitment Solutions to Multinationals and Security Systems to Industrial plants in remote locations across India. He understands the rigmarole of a Sales man because he is one.