Sales Infrastructure: Why sales training alone is not the road to revenue

//Sales Infrastructure: Why sales training alone is not the road to revenue

As the business climate improves, the associated increase in competitive and pricing pressures, and increasing cost, such as delivering more personalized service have many business leaders looking up from the bottom line and seeking improvement in their torpid top line.

Driving an increase in revenue means improving sales team productivity, so the clear route is sales training to help sharpen some selling skills and close more deals, right?

Not so fast.

Consider being a great driver that is asked to get you to your destination by driving too fast down a poorly maintained road in a vehicle low on fuel and in need new shocks. Those driving skills will get you past the first few miles OK. Then, as your gas mileage drops from maneuvering around road hazards and maintaining an unsafe speed for conditions present, you eventually bottom out on a pothole, the oil pan disappears, and your left wearing out your good boots on roadside gravel, arriving at your destination much later than you needed, exhausted, and probably alone.

That’s the same experience you’ll have by only providing training for a sales team that is working with outdated systems, processes, and incentives. When the top line sags, consider a sales operation tune up before your pour in the high-octane skills fuel. Some key elements of the tune up should include:

  • Compensation tied to goals: This is you’re the real fuel that drives motivation for the right activities.
  • Activity Tracking and Reporting: Does the sales team use the tools they have in order to be as productive as possible? Do they know how, which, and when to apply which activity? Sure they working with your vehicle’s capacity, or wearing it out faster?
  • Accountability: How do you know the answers to any of the above questions?

Once you have confidence your vehicle is ready for the trip and the conditions present, fuel up and get moving! Preparing a solid sales infrastructure will get you to your destination in faster, in better shape for the next ride, and with your drivers in tact, smiling, and ready for the next leg.


For a quick preview on the results of your tune up , check out this free Sales Xceleration Sales Agility Assessment tool. No permit required, and there’s a certified SX mechanic ready to assist with any questions you have about your results.

By |2017-03-25T12:02:23+00:00February 20th, 2017|The Top Line|

About the Author:

Jon Anderson
Jon Anderson brings over 25 years of success in a wide range of sales environments, including turnarounds, under-funded start ups, new product introduction, and geographic expansion. He has experienced, directed, and managed tremendous change in sales practices and results, in addition to participating in and leading the implementation of a wide range of sales processes and training methods. READ MORE...