A friend who works in sales just sent me a PowerPoint Presentation of a reputable training company in the field of sales titled just like above. It was a rather plain sales brochure trying to create awareness of their services.

The problems as resulted from a study involving 100+ sales managers on the market were no surprise for any professional in the field:

1. Listening the client
2. Preparation of the sales call
3. Professional development
4. Handling objections
5. Negative attitude

The authors also suggested that such problems could be “repaired” through training which I seriously doubt because I am perfectly sure that a great majority of the sales representatives have been exposed to such trainings before (except maybe last year in some companies) and problem still persists. (more…)