Winning teams are always looking for ways to improve.  For sales organizations, that means investing in sales training and sales coaching programs.

Many such companies who have made the switch to training in Customer Aligned Selling and have seen improvements in their results; though some haven’t seen as dramatic an increase in sales as they had hoped.  These “good, but I was hoping for better” results can generally be attributed to a handful of missed opportunities in how the training is executed and how what it teaches is implemented afterward.

Here are four of the most common sales training pitfalls, and what you can do to avoid them:

Renowned sales expert Neil Rackham wrote what many still consider to be the definitive guide to sales, SPIN Selling.  First published in 1988, this book was the "sales bible" for two decades.

But the author now acknowledges that the original edition of the book is out of date.  Many of the techniques it taught no longer work today!  Instead, Rackham now says that sales people must become value creators.

What is value?  Value is the information, insights, and actions a sales rep brings to the customer/prospect that they can’t find or achieve on their own.  The 21st century customer demands value at every step of the relationship. 

All sales strategies and processes should be targeted to this fundamental change.

Between 2010 and 2013, the greatest emphasis of sales force change was in the area of compensation and quota setting.  That’s according to Mark Donnolo, founder of The SalesGlobe, a sales consulting group in Atlanta.  During those two years, in over 100 large companies that participated in his research, almost every vice president of sales was focused on addressing the issues of compensation and quota setting for the next year.

Quotas and compensation plans are great drivers of change.  A good compensation plan can change the behavior of an entire sales force.  But in most cases, compensation plans and the quotas on which they are based are designed with one purpose in mind - to make the supplier/vendor more profitable. 

As I wrote in my last post, Zig Ziglar famously said that if you help enough other people get what they want, you will get what you want.  If you help the customer meet his or her needs, you have a much better chance of having your own needs met.  Therefore, making your customer’s bottom line your goal is the key to closing sales.

That leads us to the problem with many sales quotas:  they’re set for the wrong reasons by the wrong people

We’ve all heard the Golden Rule of Business: “He who has the gold makes the rules.”  That’s especially true in sales!  Your customers have the gold you’re after, so you must play by their rules.

To do so, you must also apply the Platinum Rule: “Do unto others as they would have you do to them, not as you would have them do unto you.”  There are lots of rules for successful selling, but they all boil down to this one rule.

The Platinum Rule of Sales

 Translated into the world of sales, The Rule means:

Revenue, Expenses and Risk is What Matters Most

You're probably familiar with Proctor & Gamble, or P&G, as the company is known. It's a multinational manufacturer of products that help people care for babies, wash dishes, brush their teeth, and simply smell better. Its brands include Bounty paper towels, Mr. Clean, Pepto-Bismol, and Old Spice, the purveyor of ubiquitous and strange advertising.

P&G is also the largest advertiser in the world, spending more than $2.5 billion a year. So you can probably understand why P&G's decision in 2015 to switch advertising agencies made executives at Publicis Groupe break out in a sweat. Publicis had been P&G's primary agency for years, raking in hundreds of millions of dollars and enjoying a calm business environment.

"If you are working on something exciting that you really care about, you don't have to be pushed. The vision pulls you." —Steve Jobs, co-founder, chairman, and chief executive officer of a little outfit named Apple.