Should You Train Top Producers


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Should top producing salespeople go through sales training? It’s a question we get a lot.

In the interest of full disclosure, I should say that — as a sales training provider — my response will be biased. But hear me out and take that into consideration…

I say, “yes!” If you’re in the lucky crowd that already knows everything, rock on! But, if you’re like the rest of us and still have something to learn, join in.

A related question is who should managers focus their attention on? The answer, as we’ve said before, is that they should pay attention to the performers who will respond. In many cases, that’s top people.

That also motivation to provide training to top performers (in other words, making an investment).

In short, focus on the members of your team who will provide a return on your investments of time, energy, and resources.

Republished with author's permission from original post.

Jeb Brooks
Jeb Brooks is Executive Vice President of the The Brooks Group, one of the world's Top Ten Sales Training Firms as ranked by Selling Power Magazine. He is a sought-after commentator on sales and sales management issues, having appeared in numerous publications including the Wall Street Journal. Jeb authored the second edition of the book "Perfect Phrases for the Sales Call" and writes for The Brooks Group's popular Sales Blog.


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