Why Sales Training Fails

Sales training has been around for a long time.

Sales Coaching is the new kid on the block.

But is sales training effective?

Many sales training courses are over much to soon.

I say this because selling is a skill ...

and generally knowledge is not enough o develop a skill.

I know how to hit a tennis ball but doing it is another matter.
I know how to drive a golf ball but doing it ???

It has been said that it takes at least 60 days of continued practice to develop a skill.
I guess that all depends on how you define develop.

According to Malcolm Gladwell, who has written several best selling books, it takes 10,000 hours to develop a skill to the expert level. At least that's what he said in his book "Outliers". In that book he cited many examples of the practice time needed to develop a skill including "The Beatles". 

Do you think any sales training will adequately develop your SKILL as a salesperson?

Personally I think any sales training should have some ongoing coaching as followup to ensure the skills are learned and applied correctly. So that they become a SKILL.

I ran across some information on the HubSpot site referring to  research done by the ES Research Group. This company studies the sales training market and provides recommendations to companies looking for the right training firm.

It's worth reading
7 Reasons Sales Training Fails