Salespeople usually get trained by “learning on the job.” Depending on who’s teaching, that may be OK, but it often leads to nonconformity of understanding from one salesperson to another. It’s surprising how many salespeople have little in common with their fellows, as far as understanding the fundamental language of the sale.
Wide adoption of computer technology by sales departments only heightens the problem. If a few hundred salespeople are linked together through a common CRM network, they have to understand the common thread of the sales method that is hopefully embedded in it. If not, they will use it in a myriad of different ways, which usually renders the CRM system useless. CRM is a wonderful way to ingrain sales methodology, but it needs a carefully chosen sales method to start off with.