There’s a reason the best salespeople are compensated so well: Finding and retaining truly talented and capable of employees of this type is incredibly difficult and time-consuming. Most businesses that depend on a solid internal sales force, then, seek to do everything they can to retain their best and most productive, and many are proactive about regularly trimming the fat, as well. Somewhat despite–and even partially because of–this attitude, though, many businesses fail to get the most from some of their lower-performing salespeople. In fact, some of these have latent potential that could raise them into the highest-performing ranks, and a Chicago sales training consultant can often help to bring this talent out.

Although every serious salesperson understands that a big part of his or her job is figuring out what a prospective customer’s real business needs are, few are systematic and pragmatic about developing this talent. Becoming a keen observer and analyst of this sort requires deep, business-specific knowledge, as well as the ability to figure out how a particular operation’s weaknesses relate to a product or service to be sold.

A Chicago sales training consultant can help young and inexperienced salespeople to develop these skills. The consultants at The-Sales-Coach.biz, for example make great use of B-school-style case studies and role-playing exercises to improve both basic sales skills, and the ability to put them into action. This comprehensive approach can give salespeople the confidence and skills they need to go out successfully into the field, whatever their backgrounds or prior levels of experience.

Sales is an interesting activity, in that the feedback that is received is often unmistakably direct: A top-notch salesperson receives constant reinforcement in the form of closed deals, while a weak one can not help noticing the doors shutting in her face. What worthwhile sales training consultants add to that equation is a level of detail that can’t necessarily be derived from such relatively blunt signals. An experienced professional of this sort, rather than merely signing a contract or hanging up a phone as a lead might, can delve into the real strengths or weaknesses of the salesperson in question, and put them on the road to improvement.