Organizations that spend more on sales training turn in 86% better results that organizations that spend less on training, but sales development is much more effective than sales training.
Solar sales development is more intensive and hands-on than solar sales training. A typical solar sales training and implementation lacks in 6 key areas:
- Lack of focus on the critical solar knowledge and skill sets solar sales professions must master.
- Too many solar sales courses focus on the how a solar system works, not how to sell a solar system and sales skills.
- No measure of solar sales metrics.
- You must know what is wrong to fix it.
- Expecting immediate results instead of improvement over time.
- Changes in behavior do not occur instantly. It takes time and consistent follow-up for changes to be implemented.
- Lack of connectiveness between solar sales trainer and sales professionals.
- Many solar sales trainers are not actively selling in the field. A solar trainer who is actively selling to make ends meet has much more credibility.
- Lectures instead of application.
- Lectures are important for learning facts, but application is vital. When anyone practices what they learn, it is much more likely to stick.
- No accountability after the initial training so assure sales team are implementing changes.
- Solar sales professionals need to be excited about the training and willing to participate. This way, the sales team will receive the most out of training. After the training, the solar sales manager needs to provide weekend feedback, encouragement, and inspiration.
Another issue is solar coaching. Most companies lack coaching. Coaching targets individual solar salesmen and focuses on their sales skills and weaknesses. It works alongside each salesman to strengthen their weaknesses and keep them accountable. The goal of coaching is to enhance sales performance through practice. The coach can provide immediate feedback on weak areas and suggest/implemented changes.
After the initial training, development requires accountability by the sales manager. The accountability makes certain that the training has been understood, coaching has desired changes, and that the changes stay in place for long-term changes.
The difference in sales training and sales development? Sales training is a one-time inspirational event that teaches a solar salesforce how to sell effectively. Sales development is implementation of sustained, long-term development.
Find out how Rich Hessler Solar Sales Training accomplishes all the solar sales development goals.
Solar Sales Development verse Solar Sales Training
Rich Hessler
Learn how to sell solar panels systems.
(949) 208-0221
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