HOW TO CONDUCT SUCCESSFUL SALES TRAINING MEETINGS

Abstract

Field sales managers are judged by the combined sales produced by their teams. During the course of any one year, individual appraisals will reveal that sales teams have some common training needs or weaknesses. These may range from company/competitor product knowledge, a selling technique such as closing or an aspect of their work organisation. When this occurs, there are two choices. You can plan and carry out a programme of training on an individual basis for each salesperson. This will take time and it may be felt that immediate action is needed to correct this common weakness. A more speedy and effective solution might be to bring the sales team together and conduct a group training meeting. In most companies employing large and small sales forces, local training meetings held on a regular basis are commonplace. It has been estimated that more than 10,000 internal sales meetings are held in the British Isles alone every week.

Citation

Lidstone, J. (1988), "HOW TO CONDUCT SUCCESSFUL SALES TRAINING MEETINGS", Journal of European Industrial Training, Vol. 12 No. 3, pp. 17-26. https://doi.org/10.1108/eb002247