Last week marked back to school for University and once again, business schools will fall flat with regard to teaching new business people about sales and sales management, leaving it for corporation to train ‘raw’ students who have yet to acquire the most basic of sales or sales management skills.
Many training organizations suggest that the sales training that is happening in corporations isn’t enough:
“Sales management training is the category of sales training addressed with the least frequency – less than annually, if at all.”
- American Society for Training and Development State of Sales Training – Research Study 2009
I would wager that ‘coaching’ regardless of management class or skill, is probably under trained. Thank goodness for books.