Released on = May 25, 2006, 8:54 am

Press Release Author = Thompson Strategy Works

Industry = Management

Press Release Summary = Sales organisations of all types spend a huge amount on
training their sales people each year. Research shows, however, that most training
has little impact in the long term. Here we look at what needs to be done to make
sure training works - and the new generation of training approaches.

Press Release Body = If you've ever wondered why your sales teams struggle to
consistently achieve sales targets despite investment in sales training, development
and management, you're not alone.

Despite their best efforts most organisations are failing to achieve their full
potential because of four main things;

1. Most sales training has at best a short-term effect on performance because of a
failure to consistently implement, apply and reinforce what is learnt.

2. Sales managers (often top sales achievers themselves) lack a proven methodology
to be truly effective at getting top performance from their sales team.

3. Salespeople often find it difficult to maintain the correct balance between
prospecting, presenting, negotiating, closing and client nurturing which can lead to
sales 'feast and famine' and lost opportunities.

4. Sales leaders and managers find it hard to run sales meetings and sales training
sessions that are relevant, motivational, and impactful for both highly experienced
and inexperienced salespeople together.

So how do sales leaders address these critical issues of skill and knowledge if
\'traditional\' sales training approaches simply can\'t offer the level of flexibility
and interaction needed to embed learning? The answer lies in designing and providing
a new generation of development toolkits which sales managers can use with their
teams. These toolkits can give the manager total flexibility to address the specific
development needs of his or her team based on the situation at the time. In
addition, they should provide the opportunity for a high degree of team interaction
as well as best practice learning materials which can be delivered in a fun,
energetic and bite sized fashion.

Global oil giant, Shell, among others are at the forefront of using such systems to
empower their field sales managers using a new system called \'The Sales Activator®\'
(www.salestrainingsystems.co.uk). The creators of The Sales Activator® say it has
been specifically designed to address the critical shortcomings of \'traditional\'
sales training. It\'s a self contained system which gives the sales manager the
tools, framework and learning content to take charge of their sales team\'s
development on an ongoing basis.

Commenting on Shell\'s experience of using The Sales Activator® to overcome the
weaknesses of sales training, Elza Muller - Learning and Development Manager at
Shell - says; \"People learn without realising and get the added benefit of learning
from additional input from delegates who have years of experience. It can be done as
and when there is a team meeting - no extra resource is required. The coaching role
can be shared across teams, within teams spreading the skill of coaching [and] the
business manager is present dealing with the system and context issues around
training.

Web Site = http://www.salestrainingsystems.co.uk

Contact Details = Nigel Thompson
Compass House, 18 Arnold Road, Stoke Golding
Nuneaton , CV13 6JG
$$country

+44-870-345-9979
nigel@thompsonsw.co.uk
http://www.salestrainingsystems.co.uk