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Four Steps To Sales Training Success
Four Steps To Sales Training Success
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ͻ Sales training rarely works as a 1-day event.
ͻ All day workshops and annual sales meetings are a thing of the
past.
ͻ The internet gives sales professionals access to free sales training
content
ͻ Taking reps out of the field to sit in an all day workshop that
won͛t promote change simply does not make sense
ͻ Sales professionals need training
ͻ Delivery methods need to catch up with the needs of businesses
ͻ The key is to get the most out of the training you can afford
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ͻ Base training usually comes in the form of a workshop, webinar,
and/or e-learning course.
ʹ Sessions MUST be short.
ʹ All day events are easy to schedule, but rarely do people stay engaged and
attentive.
ͻ Base training must be electric, captivating, and most of all a base
foundation for more to come.
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ͻ Traditional training should only be used for the purpose of
foundational training.
ͻ Adults learn and retain more information in short sessions versus
all day events.
ͻ Adults learn faster when material directly pertains to them.
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ͻ If sales people do NOT practice they will not improve.
ʹ The best form of practice is the dreaded role-play.
ʹ Reps tell me all the time ͞I hate to role-play͟. That͛s like an actor who
says I hate to rehearse.
ʹ Create a score sheet depicting very simple selling techniques such as the
number of open-ended questions, number of closed ended questions, or
the number of benefits driven. Have reps break into groups of three and
have each person document the results of role-play sessions for the other
two people. The score sheet is then given back to each rep to make them
aware of the habits they need to improve.
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ͻ The greatest opportunity for any sales organizations is to have
managers coach.
ʹ Most managers do NOT know how to coach. They meet with their
reps and call it coaching, Telling a rep how to do something is NOT
coaching.
ͻ Coaching is about the rep coming to grips with what they need
to do to have better performance and encouraging them to
develop a willingness to take action.
ʹ We can yell, inspire, and even beg reps to get better, but in the
end it͛s always a decision they need to make.
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ͻ One major coaching technique any organization can use is group
coaching. Group coaching facilitates coaching in a large group
format with all your sales team members. Here͛s a brief list of
examples of how to use group coaching:
ʹ Present a specific case study that one of your reps is encountering and
break
reps into groups of two or three to suggest specific solutions
ʹ Disseminate an article for everyone to read and have each person be
prepared to be called upon at the next staff meeting to review the article.
ʹ The key to any coaching activity is to facilitate and ultimately prompt
salespeople to take some form of action that facilitates learning and/or
practice. It is essential management facilitates a lot and talks very little.
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ͻ The key to feeding the salesperson͛s mind is to facilitate
learning using simple things like books and articles.
ͻ A critical component of doing this is to build in accountability.
ʹ For example, distribute an article and have each salesperson e-mail you
two things they learned and how they will apply it to their everyday
habits.
ͻ There are many resources for finding suitable content for
your sales team.
ʹ Salesresources.com is an excellent website with many leading authors
that provide sales articles on a variety of topics.
ʹ Industry-leading magazines like | and |
also provide multiple types of content for you to use to feed
the mind of your sales team.
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ͻ DO NOT simply deliver all-day workshops as your sole source of
training.
ͻ If executed properly training is designed to do two things. build
performance, skill sets, and behavioral attributes needed to be a
successful staff member, and build bottom-line results.
ͻ Most training options only offer the first step in the successful training
process. It is important that you do research before committing to a
program.
ͻ When you begin your next sales training initiative remember the four-
step process to training success: base training, practice, coaching, and
feeding the mind.
ͻ To Read the full whitepaper from Sales Progress visit:
http://www.salesprogress.com/four-steps-to-sales-training-sucess/
For More Free Sales Training Tips and Research visit our blog at:
http://www.salesprogress.com/coaching-leadership/
For more information on what Sales Progress has to offer please visit
our website,
http://www.salesprogress.com,
Or give us a call at 866-933-1077.