Very often we see sales companies claiming to be industry specific sales trainers. Whether it’s for insurance, manufacturing, engineering, healthcare or IT, there are business saying they are industry experts. After all, it’s what companies look for: sales trainers who are experts in their business sector. But, such industry specific sales training does not work. Let me explain why.
Industry Specific Sales Training vs A Sales Specialist
Most industry specific sales training goes down really well, like a nice glass of wine. But, come the next day when you’ve left the classroom and got back in the office, all you’ve learnt has either disappeared or is difficult to implement in your sales team. Alternatively, some industry specific sales techniques may work to begin with, but, in the long term aren’t sustainable or their results begin to drop off.
Therefore, instead of specialists in your industry, you need a sales trainer who is a specialist in sales. Sounds, obvious, I know, but this is the only way sales training can provide a systematised, repeatable and sustainable sales process that can actually be implemented in your business and deliver long term, measurable results. You could say that training by a sales specialist is not like a glass of wine, but rather a grapevine, that keeps producing the goods time and time again.
What Is A Specialist In Sales?
So, you may be sat here thinking what is a specialist in sales and what is so good about them?
Essentially, a sales specialist knows the sales market, the sales strategies that work, and those that don’t. They have the knowledge and experience to provide sales training that actually delivers results and works in the coalface. Now, don’t get me wrong, a sales specialist can still have specific knowledge about certain industries, as our sales trainers do with manufacturing, engineering and telecoms. But, at the heart of any sales training course needs to be a core understanding and specialism of sales. Otherwise, the training simply will not work.