Why CEO, Executive, Sales and Sales Management Training fails, and what are your options

1. Peak Performance Training & Development
www.peakperformancesalestraining.com
An International Leader in Sales & Sales Management Training
1-866-816-0991
WHY CEO, EXECUTIVE,
SALES AND SALES MANAGEMENT FAILS
AND WHAT ARE YOUR OPTIONS!
Providing CEO's, Presidents and Business Owners with Executable Strategies that Target
the Problems Inherent in Sales, Sales Management and Sales Recruiting

2. The Major Mistakes that Lead to Failure
 First and foremost we understand the reasons why training fails, and
you should too!
 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. Mistake # 1: Relying on Short term training
 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!
 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.

4. Mistake # 2: Failing to properly evaluate your team
 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.
 Consider for a moment a Doctor who enthusiastically tells you he/she
is ready to operate on you. However they have not even drawn blood,
nonetheless taken you through necessary procedures, tests and
diagnostics in order to determine the most productive course of
action.
 What would you think?

5. Mistake # 3: Use of “Blanket Training”
 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. As 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. Mistake # 4: Relying on “Motivation Training”
 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. Information vs Application
 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.
After all, what is the sense in “knowing” more about a particular
subject, in particular when in the heat of the moment you know it will
not be utilized!

8. Changing Minds to Change Routines
 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.

9. The Critical Importance of Taking Ownership
 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. The Process of Internalization & Taking Ownership
 The Key is Participatory Learning
 For example, you want to become a black belt in the Martial Arts; so you
go out and buy a 10 CD set all 2 hours in duration—you watch the
entire CD series—twice! Now, if you are put into a ring with a 9th degree
black belt, well… you’re going to get hurt.
 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. What type of results will you
realistically obtain? And we all know the results of the “ Two Day Diet”.

11. The Negative Impact of Boot Camps
 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 management’s time, energy and capital investment!
 If you are dealing with poor performance, inconsistency or turnover
call Geoff Schenck today at 866-816-0991

12. Diagnosing Before Prescribing
 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. 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.

13. Training that Targets
 Targeted Training: Our training is heavily 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. 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, as opposed to simply preaching our opinion, or forcing
a one size fits all approach.

14. Attitudinal Training VS Motivational Training
 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.
 Attitude contains:
 1. Self Esteem (Self Esteem is the first component that begins to decay)
 2. Level of Confidence (Is built through learning-what we thought we knew
about Sales/Leadership may not be as productive as it used to be)
 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!

15. The Critical Importance of a Sales Process
 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?
 In order to get everyone on the same page moving in the right and
productive direction, call Geoff Schenck at Peak Performance today at
866-816-0991

16. Contact Peak Performance Today
www.peakperformancesalestraining.com
Business Owners, Presidents or CEO’s
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!
Call Geoff Schenck at 1-866-816-0991