A remarkable article from guest blogger Marcus Cauchi of the Sandler Sales Institute® in London which lists 21 reasons why sales training programs fail. It also includes a bonus list of the top ten reasons why so many recently recruited sales people fail within their first 90 days.
Over to Marcus for this blockbuster which is sure to get you thinking about your sales training program in a different light. The sales manager's perspective will only apply to the larger small businesses who can afford one of more full time sales representatives.
Here are the 21 most important reasons why sales training programs fail to change a salesperson, from the point of view of all "players" involved: the sales manager, the trainer, and the salesperson.