Of the 4,158 colleges and universities in the United States, only 35 offer sales curricula. Nevertheless, more than 50% of the 1.3 million college graduates in 2007 will become professional sellers on the first day of their employment. Yet, turnover rates, attrition and failure in-the-field for these young salespeople are astounding. The question is why?
Obviously, there is a dearth of effective sales training programs in the educational marketplace. Salespeople are simply not being properly equipped or prepared for their jobs. Ifas Huthwaite contendssales is a science, then it can be learned. But in order to be learned, it must first be properly taught.
Perhaps a far more compelling reason why sales training matters is illustrated in the chart below, which details the breakdown of factors impacting sales success.
Branding strategy, pricing, product positioning and the competitive landscape all contribute to producing sales results. While other issues exist, their cumulative effect is minimal and as such these are designated as etc. The largest slice of the piethe piece that actually differentiates companies in a commoditized worldis sales skills. In an...
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