To paraphrase from Anna Karenina:“Happy sales teams are all alike; every unhappy sales team is unhappy in its own way.”
When working to fix an unhappy sales team, it can seem like the challenges you’re facing are completely unique to your company, situation, and industry. Many sales managers and CEOs set out to find customized sales training solutions that suit their particular type of “unhappy.” Customized sales training is seen as the perfect solution – it will be tailored to my unique circumstances and thus will get the best results.
However, not every type of customization is created equal. It is indeed possible to customize too far and get away from the best practices common to all those “happy sales teams.”
Here are six common pitfalls when designing or signing on for a customized sales training solution.
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6 Common Mistakes That Could Tank Your Customized Sales Training
1. 6 Common Mistakes
That Could Tank Your
Customized Sales Training
@CFSPlayBook www.criteriaforsuccess.com
2. 6 Common Mistakes
1. Reinventing the wheel
2. Ignoring your star performers
3. Addressing the “how” and ignoring the “why”
4. Excluding other departments
5. Failing to document
6. Taking a “one and done” approach
20. Great salespeople also
understand the
“why”underpinning
their actions
and approach their day
with the right attitude
toward selling.
21. Philosophy:
1. It’s not how you feel that determines
how you act – it’s how you act that
determines how you feel.
2. The little voice in your head telling you
“I can’t” & “I don’t want to” is Head
Trash – get rid of it!
3. The “why” underpinning your actions
22. Incorporating your
unique philosophy
makes your
customized sales
training
flexible and
sustainable
for the long term.
29. Don’t set up a customized sales training
program just to forget all the
lessons-learned.
30. 73% of Best-in-Class organizations
deploy a central repository of sales
best practices and tools, [which arm]
front-line sellers with a treasure
trove of collective wisdom.”
– Aberdeen Research
31. Before you start sales training…
have a plan in place to
document the training itself
and continue to
capture best selling practices
in the future.
35. Set up your customized sales training to
include at least quarterly check-ins,
and revisit your training program annually.
36. Sum it up for me:
1. Don’t reinvent the wheel
2. Don’t ignore your star performers
3. Address both the “how” and the “why”
4. Include other departments
5. Document, document, document
6. Don’t sign up for a “one and done” training