It is an indisputable fact that professional business sales training produces better salespeople, bigger profits, and happier staff in the majority of the cases where it is implemented.
In cases where it falls down, one reason this might occur is due to a misalignment between the skills being taught and the natural aptitude of the persons being trained.
Spending time and resources on those with little inherent talent for sales will produce better results than no training at all, but experience has repeatedly shown that they will rarely reach the level of achievement of those born with “it.”
So how does one determine who should receive business sales training and who would be better suited for a different role?
The answer is sales aptitude assessments.
The CPQ is a tool for determining the appropriateness of sales personnel for their given roles. Why is it so important?
Aptitude assessment training, and placing the right people in the right roles, also improves business sales training effectiveness and ROI. While a small number of people might be able to adapt, trying to make a Sales Hunter out of someone who is naturally a Sales Farmer through training is a losing proposition in most cases — this is how millions of sales training dollars are wasted annually.
The correct approach is to reinforce the natural talent which is already present and fine-tune the skills needed for each sales role:
ASHER Strategies offers the CPQ Assessment 24 hours a day online. Use it to help place your people in the right roles and utilize your business sales training dollars more effectively.
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Kevin Gallagher, Vice President, Information Technology Group Aegis Research Corporation
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