Follow Robert Facebook
Email Robert Email
Business Growth
Jul 1, 2015

The Importance Of Sales Training

Sponsored Content provided by Robert Burrus - Dean , Cameron School of Business - UNC-Wilmington

Growing a business requires more than just a good product offering. It requires good people to promote it in the market. Salespeople are the face of the organization; they represent the firm brand and have the most immediate influence on customers. Given the amount of information available to buyers, informed salespeople can assist in differentiating information that has value from information which should be ignored. Great salespeople are excellent listeners, astute problem solvers, and subject-matter experts.
 
Unfortunately, people (generally speaking) have a negative perception of sales as a career option. An article in the Wall Street Journal by Lauren Weber on February 6, 2015 titled, “Why It’s So Hard to Fill Sales Jobs,” highlighted the difficulty in attracting people to the field due to its perception of being high risk and competitive. While this may be true to some extent, a career in sales can also be very lucrative in terms of financial compensation.
 
The reality is that one out of nine people in the U.S. workforce is employed in sales. Professional selling represents the second-largest employment category. Universities recognize the market need for skilled sales professionals. According to a biennial survey produced by The DePaul University Center for Sales Leadership, the number of U.S. colleges offering sales educational programs increased from 44 in 2007 to 101 in 2011. However, most salespeople you encounter on a daily basis have minimal, if any, formal training in sales.
 
There is some truth to the reality that some people are born salespeople. However, research clearly shows that sales skills can be developed by just about anyone with the desire to learn. Formal sales training involves a focus on interpersonal prospecting techniques (versus cold calling), relationship building, consultative selling, visualization techniques, adaptive selling and the effect use of silence. Salespeople have to be able to demonstrate and communicate product expertise and market knowledge. Sales training increases confidence and prepares salespeople for specific situations. All of these critical success factors can be taught and have been shown to positively influence sales performance and employee job satisfaction. Sales training has been found to reduce salesperson turnover and enhance organizational commitment.
 
The reality is that everyone engages in sales – every day. We sell ourselves (job interviews) and commonly attempt to persuade and influence others’ behaviors and attitudes. In our daily interactions with others we share information and build relationships. These communications are the basis of sales. Since we all do it to some degree, why not do it well?
 
Dr. Robert T. Burrus, Jr. is dean of the Cameron School of Business at the University of North Carolina Wilmington. Before taking on the role, Burrus was the department chair for economics and finance and a professor of economics. He has been on Cameron’s faculty since 1998. The Cameron School of Business has 90 full-time faculty members and 29 administrative and staff members. The school hosts approximately 2,000 undergraduate students and 170 graduate students. International students come to study at Cameron from all over the world. The Cameron School of Business is AACSB accredited; offers capstone experiences; houses a Financial Trading Markets Room; provides for overseas learning opportunities; and is a founding member of the Trans-Atlantic Business School Alliance. To learn more about the Cameron School of Business, please visit http://csb.uncw.edu/. Questions and comments can be sent to [email protected].

Other Posts from Robert Burrus

Csbwbjmbaad300x250px 4151594621
Ico insights

INSIGHTS

SPONSORS' CONTENT
Jim ellis headshot 10311631058

Questions to Ask Before Choosing a Digital Agency

Jim Ellis - Signal
Natalieenglish 3301715113

A Strategic Plan for Community Prosperity

Natalie English - Wilmington Chamber of Commerce
Carolinemontgomery4

Business Owner Frustrations

Caroline Montgomery - Adam Shay CPA, PLLC

Trending News

KWIPPED Receives $1.3M Investment

Johanna Cano - Jul 19, 2019

MSD Adds New Position As Hospitality Focus Grows

Christina Haley O'Neal - Jul 19, 2019

Building UNCW's Future

Jenny Callison - Jul 19, 2019

Report: Airbnb, Hotels Don't Exactly Compete

Sherri Crawford - Jul 19, 2019

From Catering To Dining In

Casey Mcanarney - Jul 19, 2019

In The Current Issue

More Zones, More Housing Options

For at least one potential apartment project, things might have been different if New Hanover County’s new zoning districts had already been...


Hammering For More Of The Market

A Wilmington-based hammer manufacturer is making more than 580 different varieties of one of the world’s simplest tools....


Museum Director Appointed To Statewide Museum Board

Bellamy Mansion Museum officials announced that executive director Gareth Evans was appointed to the N.C. Museum of History Associates Inc....

Book On Business

The 2019 WilmingtonBiz: Book on Business is an annual publication showcasing the Wilmington region as a center of business.

Order Your Copy Today!


Galleries

Videos

Power Breakfast - The H Word (June 13, 2019)
2019 WilmingtonBiz Expo Keynote Lunch - CEO, nCino, Pierre Naude`
Health Care Heroes 2018