Professional sales training – who needs it anyway? Check out the W’s here – the what, when, and who, in order to figure out what you should do with it.
What is professional sales training?
The term itself is pretty much self-explanatory. It is for those working in the field of sales, which is a very tough industry. In every industry though, there are different kinds of people. There are people who do their jobs and are good at it. There are those who do their jobs because they just need to. Then there are people who are nearing the end of line due to burn out.
Of all the industries out there, it is a well-known fact that in sales, the process of burning out is faster compared to other jobs out there. That is why there are professional training services, to prevent sales employees from burning out. And that is also the reason why it is not recommended to take professional sales training immediately, when you have just joined the sales force in a year or two.
When to take professional sales training
Sales training can come in various forms – seminars, books, etc. But if you have just started in the field, I tell you, as a professional, this is not the right time to do so. You would just be wasting your time and money.
I recommended having professional sales training only after if you have gone past what we usually call in the business as a “two year hump”. After this phase, most likely you would know within you if this is the industry you want to be into, and if this is the job you would like to do. This is also the time when you already know who the major players are, who your competition is, who is compatible with you, and who to avoid because you will not gain anything from networking with them. This is the right time to get sales training.
Who to take professional sales training from
Be careful who to get your professional sales training from. As the term implies, it should be from a professional. There are those professionals who are well known and the best in the industry that offer seminars, but they also tend to charge highly – that is how good they are in sales.
There are also professional sales trainings being offered by hucksters, who may be good enough to teach newbies, but they actually aren’t that well versed and well experienced on sales. Avoid these kind of people if you must so that you would not waste your time and money. This is because professional sales training itself is sales – they have to sell themselves to you. Make sure you can spot the difference between the veterans and real experts from the fake ones.
After a year or two in the sales industry, most likely you’ll feel it if you’re up for the job or not. Hopefully by this time also you will be able to differentiate which are the legit and beneficial professional sales training programs from those that are not.