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The Fall of Sales Training |
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As companies fail to develop education and training for their salespeople, then their salespeople develop habits to fail in their jobs.
Many companies circumvent training by hiring "seasoned" salespeople. Sales expert Jonathan Farrington quips, "Some sales professionals have 10 years of experience, most have one year's experience 10 times."
Selling is an art. Musicians don't stop practicing after they produce their first hit - likewise a professional salesperson needs to constantly craft and hone his or her skills. Too many variables exist - markets, competition, technology, customer preferences - for you not to reinvest in your human capital.
"Diamonds are only lumps of coal that stuck to their jobs."
B.C. Forbes, founder of Forbes Magazine
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