An effective sales force is essential for any organizations success. It is not optional. The key to developing and effective sales force is sales skills training. There are people that already possess the basic skills naturally, but they cannot perform effectively without training. There is no such thing as a born sales person. Selling is a behavior that is learned in one way or another. Often, people assume that certain behaviors or personalities automatically make an individual a better salesperson. That is just not true. Some may be successfully by using their relationship skills or by attaining extraordinary product skills. But the best sales persons in the industry are those who possess effective selling skills.
Sales jobs can vary from one organization to another. There is the sales person selling a medical device who is assisting heart surgeons in an operating room and there is the salesperson selling timeshares to couples on vacation. Both these salespeople will be more successful if they are trained to possess the right competencies for their profile. For instance, medical device sales people may not experience a lot of rejection, but they require to be technically knowledgeable and should be able to maintain long term relationships with their customers. Timeshare sales persons on the other hand require to be comfortable dealing with rejection and can interact with many people in a day with developing relationships.
Having the right sales team in an organization can be the difference between a good organization and a great one. Finding effective sales can be very difficult since good sales people perform well during interviews. It is difficult to figured out the ones with the skills that fit the profile. Training the current employees is not only cost effective, but the sales team will be more loyal and beneficial in the long run. The organization will have a salesforce that is competent with the job requirement.