In business everything begins with a sale.  Therefore, one of the most important philosophies that you can develop in your business is your sales philosophy.  You have to decide as a company what you believe in regarding the sales process.  Once you have identified your philosophy, you want to make sure the business sales training for your sales people is consistent with that philosophy.  While your sales tactics may change form time to time, the sales philosophy as a general rule will be slow to change and will remain constant over a long period of time. 

A good example of this is American football.  The rules of the game of football are the same across the board.  However, each football team has a different philosophy as to how they play the game.  Some teams have a run first philosophy, where they try to use their running backs to gain yards and put their team in a position to score.  Other teams have a pass first philosophy where they try to throw the ball to gain yards.  If a team with a run first philosophy loses a game to a team with a pass first philosophy, do you think that team changes their philosophy and becomes a pass first team the next game?  Of course not!  What they do is they practice their philosophy all during the week and try to get better at it.

The same is true for your company.   You need to decide on a sales philosophy that reflects your core values and how your want to attack the marketplace.  Some companies adopt a referral networking philosophy.  With this philosophy, you believe that everybody in your network is either a prospective customer for your products or services or knows a prospective customer for your products and services.  By tapping into that network and getting referrals, you can literally create an unlimited amount of sales prospects.  A company with this philosophy must have business sales training that will focus on networking through the salesperson's existing relationship structure.

Other companies believe in cold calling.  They believe that you have to get out into the marketplace, knock on the doors of your prospective customers, and let them know that you are in business.  Some companies have a telephone cold calling philosophy, where they believe that you have to make hundreds of calls a day if you are serious about meeting sales quota.  A company with this philosophy needs business sales training that stresses the skills needed to make the types of cold calls based on the philosophy.

It does no good for you to bring in a sales trainer or have a business sales training program that teaches your people a sales philosophy which runs contrary to how you want to operate your company.  The business sales training has to be congruent with your philosophy

It is more important that you have a philosophy than it is for you to worry about whether your philosophy is the right one or not.  There are a wide variety of businesses that have a number of different philosophies on the sales process, and many of these businesses are successful.  In some cases, you can take two businesses in the same industry with two completely different sales philosophies and both businesses are successful.   

One of the keys to a successful sales organization is to have a sales philosophy.  The leaders of the organization must buy in to the philosophy.  Most importantly, the business sales training that the company puts its sales reps through must match the philosophy of the company.