From our research, nearly every company neglects at least one of the four basic types of sales training. And truthfully, most neglect two or three of the categories. In fact, it’s really, really common for an organization to focus on just one of the four categories.
We suspect that the real reason why organizations don’t use all the different types of sales training is that managers simply aren’t aware that the different types exist. Sales team leaders usually attempt to replicate the type of training that they had in the early stages of their own careers. As a result, managers with an incomplete training background pass along that incomplete training to their team members, and the cycle continues endlessly.
But you can break that cycle by learning more about the different types of sales training and making sure that they are all part of your team development strategy.