The presentation that “must be done”
A conversation with a friend who has worked in IT sales and management roles for many years has given me a phrase that explains why so many companies do not invest in presentation training for their staff. Here’s what he said to me:
“In fact, for many companies presentations are often something that needs to be done, but often they are really bad and are presented even worse. In Italy it is always hoped that the salesperson will do the real job with his words and not with the presentation.
What often happens instead is that a poorly presented presentation moves the customer away or at least annoys them.”
How does your sales team present when visiting customers or prospects?
Are their presentations effective or just “something they have to show?”
How about investing in training or coaching?