Debunking the Top Myths About Sales Training Blog Feature
Molly D Protosow

By: Molly D Protosow on August 10th, 2017

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Debunking the Top Myths About Sales Training

Sales Tips | Sales Training | sales coaching

We’ve been in the sales industry for years and through our sales training and coaching services, we’ve had the pleasure of working with a number of people in various industries.

All of this has led to countless amazing experiences with our clients and industry leaders. Unfortunately, being in the industry for as long as us means we’ve heard some variation of the word, “NO” more times than we’d care to admit. 

We’ve heard statement after statement about how and why sales training “won’t work” or why "it's not the right time" and even companies telling us “we don’t need it”...all of which are frankly untrue. 

We understand if you’ve had these thoughts, it just means that you have been looking at training through the wrong lens. 

In this post, we’ve compiled some of the top myths about sales training we’ve heard throughout the years and we’ve debunked them.

Are you looking for a planning tool to help you streamline your pipeline management? We can help!

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“Real Closers Don’t Need Sales Training”

Oh, have we heard this one before. This is a common (and lazy) myth in the sales industry. Fortunately it’s also one of the easiest ones to debunk because it’s just not true.

When you hire (or you are) an experienced salesperson, training is even more beneficial.

Can’t teach an old dog new tricks? Think again.

Experienced sales reps catch onto concepts and new ideas quicker than new-to-sales reps based on their experience and ability to analyze past sales situations.

When you have a prior point of reference to look back on, it’s easier to see how a new approach or sales technique would have increased your chances of closing the deal or moving the opportunity to a next step.

You only stay “experienced” when you experience change.

Do you think that after Michael Phelps became the all-time most decorated Olympic athlete he thought to himself, “Well I’m the best now, I’m at the top of my game, I guess that means I can just stop training altogether, kick back, and enjoy my place at the top”? Absolutely not! He said, I’m going to step my game up several notches and race a shark.

Recognizing and understanding the ever-evolving nature of the industry means you’re focused on continuous learning and development by making an effort to step outside your comfort zone as well as stay up to date on the latest techniques, digital platforms, and technology needed to create connections with your prospects.

The world's top earning sales professionals know that if they don't keep their skills honed and up-to-date, they'll be scrambling to make the quarter, just like everyone else. While training for top performers must be tailored to their unique needs, simply not providing them with training is the wrong approach.

“I Can Train Myself”

In our digitally connected world,there is no shortage of information, tips, and resources available about sales. .

Despite this vast amount, it’s important to remember the information found online may not be tailored to your specific needs or areas of growth. Simply reading sales tips does not equate to receiving sales training.

Training is where you practice and apply those tips, strategies, and best practices.

You can work directly with an experienced sales coach who has seen the industry as a whole and through a wider lens than you may have experienced. While you may be an expert in situations you’re familiar with and commonly encounter, without more expansive insight how do you plan on preparing for situations you’ve never faced or thought of facing?

You may be thinking you can tap into the resources you have readily available: your manager and co-workers. But even talking to peers and managers may not be able to give you the fresh perspective and personalized attention you need to really grow as a professional.

"It's Not Worth The Cost"

The best part about this myth is that the exact opposite tends to be true when it comes to sales training. It’s even been proven by study after study that companies who invest in training see better ROI.

Think of it this way: when you invest in learning and development, you are investing in yourself and your team by providing resources to help do your job more efficiently and effectively. This results in increased knowledge and confidence, which ultimately leads to closing more deals.

You can also avoid spending an excess amount of money on live workshop training by seeking out alternative options that deliver a blended experience that includes a combination of online and offline activities.

While it may seem more expensive, investing in a customized sales training approach translates into spending fewer days out of the office, better training results due to a tailored experience, and a better return on your sales training investment.

“Our Industry Is Unique So Generic Sales Training Just Doesn’t Work”

There are two parts to this myth.

The first being, “Our industry is unique.” And of course it is. But regardless of the industry you’re in, training can boost sales results when the training program is tailored to that industry and the client company.

The second part is, “Generic sales training just doesn’t work.” This is both true and false.

You’re right to say that generic sales training might not work, but when you work with an experienced sales coach, they won’t provide generic training.

They will listen to the unique situations you or your team finds themselves in and will provide insight based on what they’ve learned from talking to other salespeople in and out of your industry.

Perhaps you’ve run into an objection about a new competitor you’re facing and you’re unsure of how to handle it. Working with a sales expert and coach will help you focus on preparing for these types of situations.

An experienced sales trainer and coach will work with you and your team to identify professional growth opportunities and sales techniques that would be most beneficial.

“My Team Doesn’t Want To Learn So Why Should I Spend The Money?”

This is a huge problem on multiple levels.

If you are a manager, the success of your sales team depends on your support. It also requires upper management buy-in,  but the daily responsibilities of coaching and team building fall upon the sales manager

If sales managers don’t encourage and show their team the importance of personal and professional growth in the industry, the team won’t focus on getting better at their job or long-term sales career.

They run the risk of becoming complacent, unwilling to learn, and not putting 110% into everyday.

Most employees want to grow in their career and without this opportunity for learning and improvement, even your best salespeople may leave for another company.

 When you provide the tools for you and your team to continually grow and adapt to industry changes, you’ll avoid falling behind on trends and losing deals to other, better trained salespeople who understand the ins and outs of how the landscape is evolving.

Don’t let things like thinking you know everything there is to know about the industry hinder you from becoming a top performer. Instead, understand there’s always more to learn and remain open minded.

Start Thinking Differently about Sales Training

Training is an upfront cost that can make companies shy away from the investment, but as you’ve read, it’s apparent that the cost is a small price to pay when it comes to the overall ROI.

After the right training sessions, your sales team will come out being smarter about techniques that will work for them. They will understand what they need to focus on professionally to close more deals and they’ll be more productive during the workdays.

Does your sales pipeline need a boost? Download our guide and get insight into identifying the “right” number of prospects, creating deal flow to increase sales productivity and more:

Pipeline Management System


About Molly D Protosow

Molly Protosow is the COO and Training Strategist for DMTraining. She manages the day-to-day business and training operations while helping research and develop new training programs as well as refreshing signature programs to reflect the newest sales trends, technology, and best practices. Molly utilizes her wide-range of skills to create sales and marketing assets focused on delivering value to DMT’s clients. Molly has a passion for learning and leveraging new knowledge and experiences. Outside of DMTraining, Molly is a hard core Pittsburgh sports fan, enjoys staying active by running and golfing, and unwinds by reading and playing the piano.

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