Lack of sales skills 'costing firms millions'

22 January 2010

Businesses are failing to train their employees to negotiate efficiently, something that could be costing them millions.

This is the finding of a new report by Huthwaite International, which revealed that 80 per cent of firms did not have a bargaining system in place, CBR reports.

The study also showed that 84 per cent of enterprises fail to measure the success of negotiations once a deal has been signed.

David Freedman, sales director at Huthwaite International, said that organisations which have these qualities can reap the benefits.

He remarked: "Companies that negotiate well and take time to plan, prepare and put processes in place and have people with good behavioural skills tend to be the companies with the better corporate performance."

It is not true that some skills such as these cannot be taught and managers should try to encourage the development of strength in this area, he added.

Those seeking sales jobs may have been encouraged by recent figures from the Office for National Statistics, which showed unemployment declined in the three months between September and November 2009.

By Andy Webber

Visit On Target Recruitment’s advanced job search for sales jobs in construction sales, engineering sales and commercial sales

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