If you started your career in sales without sales training and were still successful, then you are lucky. If you have been in the business for some time and are making a good living, but you never had any training at all, then you are far from your maximum potential.
Think about all of the sales that are made by reps who really can’t explain how it is that they do what they do. Everyone knows someone like this. It seems that they can pick up the phone and pour honey directly into the ear of the decision maker. They get the appointment and walk out with a new contract. But when pressed for details on how they do it you learn that they don’t have a clue.
Just imagine what would happen if this person actually knew what they were doing right and what they were doing wrong. Imagine if they were able to turn the tables in their favor on each call that turned out wrong. Sure, there is no such thing as 100% success in sales, but even a small increase in closing ratio amounts to big money. Without sales training a rep can never unlock his or her maximum potential.