Sales Guru Dr. Gary Goodman Says Sales Training Should Last Only One Day—Any More Is Fluff!
Riding this success, he asked how long that firm's sales training lasted. "Six weeks," they replied, but that was "pushing it."
He asked to be put through the program, "But please cut it down to six days."
"It was clear after day 3 that there was still a lot of fluff in it," the Fortune 1000 consultant said.
Goodman got his start with Time-Life "where our sales training lasted less than 4 hours." He was interviewed, hired, trained, and set loose to sell, all within a half-day.
During that span, he earned "one or two sales," he recalls.
He'd become Time-Life's top rep and would take over the sales recruiting and training function, growing to appreciate its incredibly fast results.
"We knew by the end of that first shift whether someone would make it in sales with us. If they rose to the occasion, they'd earn a great living, and if not, we'd fulfill our promise to write them a check on the spot and bid them well."
Goodman would suggest to his branch manager that there was an opportunity to show other companies how to efficiently onboard new sales reps.
The boss wasn't interested, so a few years later, after Goodman earned his Ph.D. in Communication from USC, he launched his own consulting practice.
Now, having authored 26 books, his programs have been offered internationally through numerous corporations, associations and 40 universities.
With overall sales costs soaring, especially with respect to recruiting, training, and providing reps with quality leads, Goodman's one-day approach is disrupting the sales field, but needed.
Goodman can be reached about his method at firstname.lastname@example.org or at (818) 970-GARY.
Dr. Gary S. Goodman