TRADITIONAL SALES TRAINING

Silent Edge was founded by two blue-chip sales directors who became frustrated with traditional providers of sales training .They had spent hundreds of thousands of pounds on training, but did not see the results they wanted. There were four main reasons for this;

• The conventional ‘sheep dipping’ approach – ie the same training programme for the entire salesforce – did not work. It failed to recognise that each member of the salesforce has different capabilities and skills gaps .
• No clear measurement of ROI was applied, making it hard to measure the impact of any training.
• The typical salesperson does not readily acknowledge the need for training and therefore did not buy into traditional sales training.
• Salespeople were reluctant to take time out of their schedules to attend long and apparently irrelevant training courses. They would have preferred to spend the time generating sales and making commission.