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Four Steps To Sales Training Success


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Four Steps To Sales Training Success

  1. 1. Four Steps to Sales Training Success<br />Get the Most Value from your Training Investment<br />
  2. 2. Introduction<br />Sales training rarely works as a 1-day event.<br />All day workshops and annual sales meetings are a thing of the past. <br />The internet gives sales professionals access to free sales training content <br />Taking reps out of the field to sit in an all day workshop that won’t promote change simply does not make sense<br />Sales professionals need training<br />Delivery methods need to catch up with the needs of businesses<br />The key is to get the most out of the training you can afford<br />
  3. 3. Step 1: Base Training<br />Base training usually comes in the form of a workshop, webinar, and/or e-learning course. <br />Sessions MUST be short. <br />All day events are easy to schedule, but rarely do people stay engaged and attentive.<br />Base training must be electric, captivating, and most of all a base foundation for more to come. <br />
  4. 4. Step 1: Base Training<br />Traditional training should only be used for the purpose of foundational training. <br />Adults learn and retain more information in short sessions versus all day events. <br />Adults learn faster when material directly pertains to them. <br />
  5. 5. Step 2: Practice<br />If sales people do NOT practice they will not improve. <br />The best form of practice is the dreaded role-play. <br />Reps tell me all the time “I hate to role-play”. That’s like an actor who says I hate to rehearse. <br />Facilitating practice or role-play sessions is critical for people to develop positive and consistent selling habits. <br />
  6. 6. Step 2: Practice<br />Here are some brief examples of how you can make your practice sessions interesting and fun:<br />Break into groups of three and have two members at a time roll- play a specific sales activity. The third person serves as a monitor who provides verbal feedback as to how each participant did.<br />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.<br />
  7. 7. Step 3: Coaching<br />The greatest opportunity for any sales organizations is to have managers coach. <br />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.<br />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. <br />We can yell, inspire, and even beg reps to get better, but in the end it’s always a decision they need to make.<br />
  8. 8. Step 3: Coaching<br />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. Here’s a brief list of examples of how to use group coaching:<br />Present a specific case study that one of your reps is encountering and breakreps into groups of two or three to suggest specific solutions<br />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.<br />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.<br />
  9. 9. Step 4: Feed the Mind<br />The key to feeding the salesperson’s mind is to facilitate learning using simple things like books and articles. <br />A critical component of doing this is to build in accountability. <br />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. <br />There are many resources for finding suitable content for your sales team.<br />Salesresources.comis an excellent website with many leading authors that provide sales articles on a variety of topics. <br />Industry-leading magazines like Selling Power and Sales and Marketing Management also provide multiple types of content for you to use to feed the mind of your sales team. <br />
  10. 10. Summary<br />DO NOT simply deliver all-day workshops as your sole source of training. <br />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.<br />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. <br />When you begin your next sales training initiative remember the four-step process to training success: base training, practice, coaching, and feeding the mind.<br />To Read the full whitepaper from Sales Progress visit:<br />
  11. 11. For More Free Sales Training Tips and Research visit our blog at: <br />Sales Progress views training as a process not an event. Our programs extend far beyond the one-day workshop or webinar, to create sustainable change in a sales professional’s habits.<br /> Our innovative programs put into place everything you need to get the most out of your training investment.<br />For more information on what Sales Progress has to offer please visit our website, <br />, <br /> Or give us a call at 866-933-1077.<br />