Telemarketing Software Featured Article

Bridging the Gap Between Sales and Selling Skills

April 01, 2015
By Michelle Amodio - Telemarketing Software Contributor

Gaining ones’ chops when it comes to selling requires some innate skill, but the fact of the matter is, skill is only part of the larger picture. It’s up to managers to provide ample training to help sales professionals hone in on those skills. Training, of course, has to go far beyond a handout and some feedback. LearnCore found that less than 30 percent of sales reps that have completed onboard training programs have actually come out as “proficient,” so it’s imperative that companies bridge the gap between sales and building up the skills of their reps.

According to, three key elements to ensure successful training encompass focusing on the individual, allowing room for practice for permanent results, and, of course, feedback.

Training programs aren’t a one-size-fits-all solution. The training needs assessments will identify any gaps in your current training initiatives and employee skill sets. These gaps should be analyzed and prioritized and turned into the organization’s training objectives.

The most effective training uses all the senses to affect learning. Demonstrate and apply teaching points to create greater understanding and knowledge of the subject.

Communication skills also should not be overlooked. Good training programs teach sales reps about different types of communication systems and how to select the appropriate one for the particular communication at hand; in this instance, selling. Improving telephone and in-person speaking skills, handling one-on-one meetings, drafting the right script — these are all important areas for sales reps to master.

One of the best resources for effective sales training is using your top sales talent. The best sales training is delivered by sales professionals who have been there and done it well, but who also understand that their way is not the only way. Sales training should introduce skills, concepts, and exercises to practice the skills and real life scenarios that are relevant to your industry and customers.

Above all, offer support. Support teams that help the rookies are comprised of people who help them get their job done who work well together, are always helpful, and get things done quickly.

Sales training programs are the backbones of the sales force. Without a thorough program, your sales team will be unprepared, confused, and unsuccessful. How are you helping to bridge the gap between skill and actual sales?

Edited by Rory J. Thompson