Sales job training 'must address customer needs'

Organisations must ensure they adapt their sales job training to the complex needs of the 21st century customer, according to new advice.

Jason Mitchell, director of global training support with Convergys, writes in Online Recruitment magazine that knowledge-based training is often inappropriate for the diverse tasks sales employees are expected to perform.

"The job of a customer service, technical support or sales representative is complex and not getting any easier," he asserts.

Performance-based learning (PBL) is the answer, the executive states, defining this approach as quicker, smarter and more effective.

Through PBL, people learn how to do their sales jobs by carrying out tasks rather than hearing about them from other people.

Engaging with role playing and relevant sales job concepts, trainees learn necessary skills in a practical way, reducing the learning curve, Mr Mitchell adds.

Life coach Lynette Allen, who specialises in advising self-employed women and female-owned companies, recently commented that long hours do not spell success in all professions.

Aaron Wallis are a Milton Keynes Sales Recruitment agency with a unique service offering that includes 12 months rebate. Psychometric profiling and online skills testing are also included within a fixed recruitment price.

Filed: 29-07-2008