How do you know if your sales training program is working? It’s not as easy as you might think to answer this question.
If you have any experience at all in sales, you already know this; sometimes success is the result of pure dumb luck. Maybe a prospect was too tired and lazy to research your competition. Maybe you just happened to call at the right time, through no skill of your own. It happens.
My point is, just because a rep manages to close their first deal, it doesn’t mean they’ve learned all they can learn from your sales training and are ready to start bringing in new business to your IT staffing firm.
In fact, I’ve seen it happen time and time again where an IT staffing firm assumed a rep was ready, only to see them lose subsequent deals — over and over.
Where did these firms go wrong? They were tracking the wrong metrics.