You Can't Teach People to Sell By Teaching People to Sell: Exploding Myths of Why Salespeople Succeed or Fail

  • Mike Esterday, Integrity Solutions

Why are so few salespeople highly successful? Why do talented, intelligent people, with outstanding products knowledge and excellent training, still plateau well beneath their potential?

In fact, many more salespeople fail than succeed, with less than 25% typically reaching high sales levels. Just teaching someone product knowledge, sales skills, and activity–management processes, although necessary, won’t cause the person to sell successfully.

That’s because up to 85% of success in selling is rooted in attitudes, emotions and beliefs. Yet most sales training fails to take these critical factors into account, and as a result, most sales training ultimately fails the people (and the organizations) it’s supposed to be helping.

This session will explore practical, proven ways training professionals and sales managers can influence the behaviors and attitudes that lead to higher levels of productivity and better bottom-line results.

All session attendees will receive a complimentary eBook: You Can’t Teach People to Sell by Teaching People to Sell

  • Date:Tuesday, June 4
  • Time:2:00 PM - 2:20 PM
  • Room:Learning Lab 1 - Longhorn D
  • Location:Learning Lab 1 - Longhorn D
  • Session Type:Learning Labs
  • Submitter Name: Milano, Will
  • Submission Date (CST): 18/01/2019 14:19
  • Session Level: Intermediate
  • Submitter Email:
  • Session Length: 20 Minute Micro-Learning
  • How are you planning on keeping the learners engaged during this presentation?: This is a highly interactive session with small group discussions and brainstorming, polling and a questions and answer period.
  • Learning Objective 1: Be able to identify why so many salespeople fail rather than succeed.
  • Learning Objective 2: Address 5 critical, often overlooked dimensions of sales success and understand the role of coaching in helping salespeople break through plateaus
  • Learning Objective 3: Be able to apply training principles that impact the emotional issues of selling
  • What is the topic your workshop will cover and how is it relevant to the industry?: Organizations are searching for deeper reasons for their sales success–real reasons why they sell or fail to sell and the role their training plays.
Mike Esterday
Integrity Solutions