The document discusses common mistakes made in sales training that cause it to fail, including relying on short-term training, failing to evaluate individual strengths and weaknesses, providing blanket training, and relying only on motivation. It argues that training needs to be tailored to individual needs, provide opportunities for application and ownership of skills, and address attitudes through a process of targeted training and coaching over time.

1. Peak Performance Training & Development * KDaley@PeakPerformanceSalesTraining.Com www.peakperformancesalestraining.com * 1-610-878-9400 Peak Performance Training & Development An International Leader in Sales & Sales Management Training www.peakperformancesalestraining.com Why Training Fails!

2. Peak Performance Training & Development * KDaley@PeakPerformanceSalesTraining.Com www.peakperformancesalestraining.com * 1-610-878-9400 First and foremost we understand the reasons why training fails, and you should to! Mistake # 1: Relying on Short term training (Boot camps) Mistake # 2: Failing to properly evaluate your team and all individual participants in order to first identify individual/group strengths and weaknesses. Mistake # 3: Use of “Blanket Training” Mistake # 4: Relying on “Motivational Training”

3. Peak Performance Training & Development * KDaley@PeakPerformanceSalesTraining.Com www.peakperformancesalestraining.com * 1-610-878-9400 Mistake # 1: Relying on Short term training (Boot camps). They result is at best, “knowing” more about a subject – yet they fail to allow participants to actually take “ownership” of the material, system and strategies!

4. Peak Performance Training & Development * KDaley@PeakPerformanceSalesTraining.Com www.peakperformancesalestraining.com * 1-610-878-9400 Mistake # 2: Failing to properly evaluate your team and all individual participants in order to first identify individual/group strengths and weaknesses. Without first uncovering individual and group sales weaknesses, training is at best, a trial and error approach.

5. Peak Performance Training & Development * KDaley@PeakPerformanceSalesTraining.Com www.peakperformancesalestraining.com * 1-610-878-9400 Mistake # 3: Use of “Blanket Training” An analogy would be a Doctor walking into a room of 30 people who all don’t feel well. Opposed to diagnosing each person’s illness and prescribing a specific medical course of action, he or she writes them all the same prescription—in medicine, this is called malpractice!

6. Peak Performance Training & Development * KDaley@PeakPerformanceSalesTraining.Com www.peakperformancesalestraining.com * 1-610-878-9400 Mistake # 4: Relying on “Motivation Training”. Business Owners spend much of their time attempting to motivate their sales people into performing at higher levels. At best they may receive a temporary lift in spirits and perhaps a short term slight increase in sales. This strategy fails to uncover the individuals’ real “incentive to change” nor does it focus on or change Attitude!

7. Peak Performance Training & Development * KDaley@PeakPerformanceSalesTraining.Com www.peakperformancesalestraining.com * 1-610-878-9400 Information vs Application At Peak Performance we do not believe in the short term boot-camps or motivational programs. Although the material in many cases is in fact, good stuff – it is critical that you understand the difference between information and Application.

8. Peak Performance Training & Development * KDaley@PeakPerformanceSalesTraining.Com www.peakperformancesalestraining.com * 1-610-878-9400 As human beings we are habitual, meaning that our mindsets or belief systems, in this case Sales, Sales Management or Sales Recruiting are developed over time. Regardless of how motivated you may be when leaving a short term boot camp or motivational program, that short term newfound knowledge will not override your routine that has been solidified over years. You may “know” more about a particular subject, however you have not internalized and taken ownership of the material or information.

9. Peak Performance Training & Development * KDaley@PeakPerformanceSalesTraining.Com www.peakperformancesalestraining.com * 1-610-878-9400 Until and unless you take ownership & fully internalize the information, in the heat of the moment you will fall right back into a less than productive or counter-productive routine. This is the very reason why Business Owners find themselves going over the same thing with the same sales people each Monday morning—They often smile, nod and agree, “ Hey Boss, that’s a great idea” however by Tuesday they are back exhibiting the same counter productive behavior!.

10. Peak Performance Training & Development * KDaley@PeakPerformanceSalesTraining.Com www.peakperformancesalestraining.com * 1-610-878-9400 The Process of Internalization & Taking Ownership: The Key is Participatory Learning There is a major difference between Knowing and Owning. For example, you want to become a black belt in the Martial Arts. Step One; you go out and buy a 10 CD set all 2 hours in duration—

11. Peak Performance Training & Development * KDaley@PeakPerformanceSalesTraining.Com www.peakperformancesalestraining.com * 1-610-878-9400 The Process of Internalization & Taking Ownership: The Key is Participatory Learning Step Two: you watch the entire CD series—twice! Now you are put you into a ring with a 9th degree black belt, well… you’re going to get hurt.

12. Peak Performance Training & Development * KDaley@PeakPerformanceSalesTraining.Com www.peakperformancesalestraining.com * 1-610-878-9400 Or you decide that you are going to take your salespeople to a two day seminar … on the piano. On day one they talk about material selection, fabrication and functionality. Day two they bring out a concert pianist and she plays beautifully----now go play the piano! We wonder why the music just doesn’t sound quite right.

13. Peak Performance Training & Development * KDaley@PeakPerformanceSalesTraining.Com www.peakperformancesalestraining.com * 1-610-878-9400 Finally you find yourself physically out of shape. So you invest in the best physical fitness equipment, and you hire the best physical fitness trainer. This is now followed by deciding on the “ Two Day Workout Regiment”! What type of results will your realistically obtain? And we all know the results of the “ Two Day Diet”

14. Peak Performance Training & Development * KDaley@PeakPerformanceSalesTraining.Com www.peakperformancesalestraining.com * 1-610-878-9400 The Negative Impact of Boot Camps & Failure to “Take Ownership” 1. Management finds themselves going over the same thing with the same people, without a change in mindset, habits, routine or result! 2. Inconsistency from one sales rep to another with respect to handling objections, pitching, presenting, qualifying and closing business 3. Poor performance, poor execution, poor sales results, turnover and duplication of managements time, energy and capital investment!

15. Peak Performance Training & Development * KDaley@PeakPerformanceSalesTraining.Com www.peakperformancesalestraining.com * 1-610-878-9400 Diagnosing Before Prescribing Customized Targeted Training, Un-Training & Coaching Before we begin to change, train, un-train or coach any individual or sales team, we first access individual and group strengths and weaknesses allowing us to have a clear understanding as to what Executive Leadership, Sales Management or Sales specific issues must be targeted.

16. Peak Performance Training & Development * KDaley@PeakPerformanceSalesTraining.Com www.peakperformancesalestraining.com * 1-610-878-9400 In other words what are the deficiency gaps that must be closed. This allows us to develop the program, process and utilize coaching in a way that targets the specific problem areas providing real support that is sustainable.

17. Peak Performance Training & Development * KDaley@PeakPerformanceSalesTraining.Com www.peakperformancesalestraining.com * 1-610-878-9400 Targeted Training: Our training is heavy weighted in the identified areas of weakness. We believe the overall group should be utilizing a consistent approach making use of a process and consistent criteria reducing the wing-it mentality often found in sales teams. While the overall group must be on " the same page“, each individual has certain habits and beliefs that impede their selling success.

18. Peak Performance Training & Development * KDaley@PeakPerformanceSalesTraining.Com www.peakperformancesalestraining.com * 1-610-878-9400 These areas must be identified prior to training and addressed in the training process. Our Training and Un-Training process targets individual and group weaknesses, opposed to simply preaching our opinion, or forcing a one size fits all approach.

19. Peak Performance Training & Development * KDaley@PeakPerformanceSalesTraining.Com www.peakperformancesalestraining.com * 1-610-878-9400 Attitudinal Training VS Motivational Training: One major factor in determining a person’s ability to Direct, Manage or sell, or have real impact and challenge viewpoints and mindsets is Attitude. Therefore each participant’s overall attitudinal state must be taken into consideration.

20. Peak Performance Training & Development * KDaley@PeakPerformanceSalesTraining.Com www.peakperformancesalestraining.com * 1-610-878-9400 Attitude contains: 1. Self Esteem (Self Esteem is the first component of the overall attitude that begins to decay) 2. Level of Confidence (Is built through learning—what we think we knew about Sales, Sales management or Leadership unfortunately may not be as productive as it used to be

21. Peak Performance Training & Development * KDaley@PeakPerformanceSalesTraining.Com www.peakperformancesalestraining.com * 1-610-878-9400 3. Level of Expectation (Do your sales people expect beer, pizza, poker & cigarettes on the weekend? Or do they expect to achieve the level of a top producer?) 4. Ego Drive (The Ego often acts as an anchor. It can become a self sealing mechanism impeding our ability to be open minded. Our past success often becomes our future failure When the ego becomes an obstacle!

22. Peak Performance Training & Development * KDaley@PeakPerformanceSalesTraining.Com www.peakperformancesalestraining.com * 1-610-878-9400 In Professional sports, all team members have raw skill, they all practice and they all know the offense and defense, right. However it is the superstars who want the ball when the game is on the line. Do your sales people really want the ball?

23. Peak Performance Training & Development * KDaley@PeakPerformanceSalesTraining.Com www.peakperformancesalestraining.com * 1-610-878-9400 Are you feeling the Impact of: • Overall Poor Sales Performance • Less than productive attitudes & excuses • Sales Complacency & Anemic Behavior • Lack of a consistent sales system • Sales People who have quit and left • Sales People who have quit and STAYED!

24. Peak Performance Training & Development * KDaley@PeakPerformanceSalesTraining.Com www.peakperformancesalestraining.com * 1-610-878-9400 Peak Performance Training & Development An International Leader in Sales & Sales Management Training www.peakperformancesalestraining.com Why Training Fails!

25. Peak Performance Training & Development * KDaley@PeakPerformanceSalesTraining.Com www.peakperformancesalestraining.com * 1-610-878-9400 We Urge You To Explore Your Options. Contact us today at 866-816-0991 or Visit www.peakperformancesalestraining.com