Sales training 'should be incorporated into product training'

When it comes to training sales staff, many businesses view sales training and product training as being mutually exclusive when combining the two could give their sales teams the edge going forward.

David Brock, writing on the Partners in Excellence blog, highlighted a recent article by author and speaker Kelley Robertson, who said on his Fearless Selling blog that companies invest in the latter more than the former.

Mr Brock believes that businesses are missing a trick by adopting this approach.

He stated that the processes, methods and approaches needed for sales success should be incorporated into product training, which is something that a sales consultancy could facilitate.

"There is a tremendous opportunity to accelerate the launch results and to reinforce investments in sales training by incorporating sales training into product training," Mr Brock added.

Taking steps to maximise every sale is vital in today's business climate, with the Selling People white paper Sales Consulting outlining various ways in which companies can capitalise on opportunities that come their way.