Today’s
Sales Professionals:
Thrown into the Water
before Learning How to Swim
Today’s sales professionals
are facing an educational crisis unparalleled
in history. As times have changed, the educational
focus of most companies has been on product
knowledge. Across many industries,
sales forces have transitioned from internally
driven, company-specific sales teams to
a largely outsourced and uneducated base.
This has led to a common
pattern of heavy recruitment, nominal training,
and then thrusting novice representatives
out into the proverbial waters with little
instruction or over-the-shoulder guidance
on how to keep one’s head afloat,
let alone how to swim. For example, in the
life insurance industry, for every 100 agents
recruited today, only eleven will still
be in business after four years.
Confronting this crisis
and meeting the needs of today’s sales
professionals begs the question: Where do
you start? K&L Resources, Inc. has observed
that within the sales arena there is a single
topic that continues to elude even the best
people in the business: prospecting.
Prospecting is
the weakest link in the sales process and
is the number one reason for failure.
As a result, K&L Resources is confronting
this elusive topic head-on, through an intense,
peer-reviewed course on prospecting for
financial service professionals. It consists
of six three-hour sessions, in addition
to coordinated field assignments. |
