We ve even had individuals attend the College a second time a year or so after their first experience, and get as much or more from it. Ultimately, the results shown from the College aren t a function of an attendee s years of sales experience, but rather his or her attitude toward self-improvement. In the Professional Sales Process Sales professionals perform some, or all, of these functions in their jobs. Determining who is worth pursuing, and who is stringing you along. Even if you have a regular training program for your staff, consider sending reps to the College to maximize their productivity.
Some companies send reps as a reward for productivity or winning a sales contest.
While that s a good idea, don t neglect the people who also probably need the training and reinforcement the most. No one can get too much training, and most people don t get enough. A well-trained sales rep on the phone is confident, has a great attitude, sells more, and causes less personnel hassles. It s a small investment in future success.