Peak Performance provides sales training and development for CEOs, executives, and sales teams. The document outlines four major mistakes that often lead to failure in sales training: 1) relying on short-term training that does not allow for internalization of material, 2) failing to properly evaluate individual strengths and weaknesses before training, 3) using "blanket training" that does not address specific needs, and 4) relying only on motivational training without addressing attitudes. Peak Performance advocates for targeted, participatory training that diagnoses weaknesses and develops customized training to address specific problem areas in a sustainable way.
First and foremost we understand the reasons why training fails, and you should to!
As a Business Owner or President of a Sales Organization any decision to take your company to the next level is one that you take seriously.
Many Business Owners we speak with are either skeptical of, or have had a less than productive experience training their sales people
We urge you to review this presentation and call us direct at 866-816-0991
This management tip focuses on why Business Owners often fail to implement the change necessary to drive their companies forward. In this Tip we focus on some of the major errors that lead to failure in implementing and enforcing the steps necessary to grow your company.
Learn the Top 4 Reasons Why Sales Training Fails and How Your Can Leverage Best Practices In These Areas To Achieve and Maintain Profitable Sales Growth Performance.
First and foremost we understand the reasons why training fails, and you should to!
As a Business Owner or President of a Sales Organization any decision to take your company to the next level is one that you take seriously.
Many Business Owners we speak with are either skeptical of, or have had a less than productive experience training their sales people
We urge you to review this presentation and call us direct at 866-816-0991
This management tip focuses on why Business Owners often fail to implement the change necessary to drive their companies forward. In this Tip we focus on some of the major errors that lead to failure in implementing and enforcing the steps necessary to grow your company.
Learn the Top 4 Reasons Why Sales Training Fails and How Your Can Leverage Best Practices In These Areas To Achieve and Maintain Profitable Sales Growth Performance.
Building a Culture of Coaching In Your Sales OrganizationBrett Andersen
Whether you admit it or not, your Sales team forgets your training effort within hours. It's about the science of forgetting. Forgetting happens. But do you know what they do remember? The actions and behaviors that have become habit. They remember what they've unconsciously mastered because that's their zone - good or bad. To do this, your salespeople need a coach - someone who can make the right skills and behaviors second nature. It's time to build a strong culture of coaching excellence.
Sales motivations research - executive summary - Malik Zubair
This paper discusses how the user of sales motivation programme changed their lives, They reported many personal benefits including a reduction in stress, being able to sleep at night, better decision making and a greater ability to coach their staff to produce a more positive attitude.
7 Popular Ways To Motivate Your Sales TeamSharon Newey
7 Popular Ways To Motivate Your Sales Team
Motivation. It's talked about a lot in sales and leadership.
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Find out the answer and what is important for you to do as a sales manager when it comes to the topic of "motivation"
How to Create a Highly Collaborative Sales Coaching EnvironmentSales Readiness Group
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Yes, I understand we are in a global pandemic so “Live Pitches” to investors are not happening. So, we’re all left to zoom pitching investors…is that really an excuse for the HORRIBLE zoom pitches I’ve witnessed. C’mon man!!!
The 7 Traits of Successful Sales HuntersSam Mitchell
Most sales reps are mediocre. Others know what it takes to get a leg up, and consistently outperform the crowd.
Which category do you fall into?
Discover the winning behaviors of successful sales reps in this presentation from Business Wise Insiders, your local networking and biz-dev ideas group for Atlanta, Charlotte, and Dallas-Fort Worth.
Motivation, Compensation, Leadership, and Evaluation of Salespeople - Chapter 17 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
Building a Culture of Coaching In Your Sales OrganizationBrett Andersen
Whether you admit it or not, your Sales team forgets your training effort within hours. It's about the science of forgetting. Forgetting happens. But do you know what they do remember? The actions and behaviors that have become habit. They remember what they've unconsciously mastered because that's their zone - good or bad. To do this, your salespeople need a coach - someone who can make the right skills and behaviors second nature. It's time to build a strong culture of coaching excellence.
Sales motivations research - executive summary - Malik Zubair
This paper discusses how the user of sales motivation programme changed their lives, They reported many personal benefits including a reduction in stress, being able to sleep at night, better decision making and a greater ability to coach their staff to produce a more positive attitude.
7 Popular Ways To Motivate Your Sales TeamSharon Newey
7 Popular Ways To Motivate Your Sales Team
Motivation. It's talked about a lot in sales and leadership.
Can you really motivate another person?
Find out the answer and what is important for you to do as a sales manager when it comes to the topic of "motivation"
How to Create a Highly Collaborative Sales Coaching EnvironmentSales Readiness Group
One of the most essential qualities of effective sales coaching is collaboration. Learn four ways to create a highly collaborative coaching environment.
ZOOM PITCHING INVESTORS USING P.E.A.K.SAndré Harrell
Okay, I’ve had enough…not seeing “Centers of Excellence” founder zoom pitches.
Yes, I understand we are in a global pandemic so “Live Pitches” to investors are not happening. So, we’re all left to zoom pitching investors…is that really an excuse for the HORRIBLE zoom pitches I’ve witnessed. C’mon man!!!
The 7 Traits of Successful Sales HuntersSam Mitchell
Most sales reps are mediocre. Others know what it takes to get a leg up, and consistently outperform the crowd.
Which category do you fall into?
Discover the winning behaviors of successful sales reps in this presentation from Business Wise Insiders, your local networking and biz-dev ideas group for Atlanta, Charlotte, and Dallas-Fort Worth.
Motivation, Compensation, Leadership, and Evaluation of Salespeople - Chapter 17 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
Elevate Your Sales Performance.
To become an elite sales professional, you must elevate your presence and establish yourself as a top performer. In the new IMPAX eBook, “6 Strategies to Maximize Sales Results,” co-authors, Brittany Shonka, Amy Franko and Jen Miller provide tools and insights to help you make the leap
Being part of a winning team is a great feeling!
Building a winning team is hard work, but can be great fun with some amazing results!
Whether it’s apparent or not, teamwork is how business gets done.
In this post I've detailed Think Oak’s A-Z of Building a Winning Team.
6 Common Mistakes That Could Tank Your Customized Sales TrainingCriteria for Success
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.
We have mapped out the 7 elements of smart strategic thinking, as a way to guide and challenge you to think strategically. Challenge yourself to take your brand strategy and see how it lines up to our 7 elements of smart strategic thinking. Do you have a vision, are you focused enough, are you taking advantage of some opportunity? You can have this on the brand overall, or any project that you are working on. We will show you how the model works, then provide examples drawn out using Apple, Starbucks and Special K.
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The 3 Strategies of Highly Effective Sales Motivators: Prepare, Debrief, and ...Business Wise Inc.
How do smart sales leaders motivate themselves and others? They create energy with proven strategies—and connect with more prospects, set more appointments, and close more sales. Learn those strategies for yourself (and use them to inspire your team) in this presentation from Business Wise Insiders!
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Why sales training fails and your options by peak performance training and development
1. Peak Performance Training & Development
www.peakperformancesalestraining.com
An International Leader in Sales & Sales Management Training
1-866-816-0991
WHY CEO, EXECUTIVE,
SALES AND SALES MANAGEMENT FAILS
AND WHAT ARE YOUR OPTIONS!
Providing CEO's, Presidents and Business Owners with Executable Strategies that Target
the Problems Inherent in Sales, Sales Management and Sales Recruiting
2. The Major Mistakes that Lead to Failure
First and foremost we understand the reasons why training fails, and
you should too!
Mistake # 1: Relying on Short term training (Boot camps)
Mistake # 2: Failing to properly evaluate your team and all individual
participants in order to first identify individual/group strengths and
weaknesses.
Mistake # 3: Use of “Blanket Training”
Mistake # 4: Relying on “Motivational Training”
3. Mistake # 1: Relying on Short term training
Mistake # 1: Relying on Short term training (Boot camps). They result
is at best, “knowing” more about a subject – yet they fail to allow
participants to actually take “ownership” of the material, system and
strategies!
As human beings we are habitual, meaning that our mindsets or belief
systems, in this case Sales, Sales Management or Sales Recruiting,
are developed over time. Regardless of how motivated you may be
when leaving a short term boot camp or motivational program, that
short term newfound knowledge will not override your routine that has
been solidified over years. You may “know” more about a particular
subject, however you have not internalized and taken ownership of the
material or information.
4. Mistake # 2: Failing to properly evaluate your team
Mistake # 2: Failing to properly evaluate your team and all individual
participants in order to first identify individual/group strengths and
weaknesses. Without first uncovering individual and group sales
weaknesses, training is at best, a trial and error approach.
Consider for a moment a Doctor who enthusiastically tells you he/she
is ready to operate on you. However they have not even drawn blood,
nonetheless taken you through necessary procedures, tests and
diagnostics in order to determine the most productive course of
action.
What would you think?
5. Mistake # 3: Use of “Blanket Training”
Mistake # 3: Use of “Blanket Training” An analogy would be a Doctor
walking into a room of 30 people who all don’t feel well. As opposed
to diagnosing each person’s illness and prescribing a specific medical
course of action, he or she writes them all the same prescription
……………..in medicine, this is called malpractice!
6. Mistake # 4: Relying on “Motivation Training”
Mistake # 4: Relying on “Motivation Training”.
Business Owners spend much of their time attempting to motivate
their sales people into performing at higher levels. At best they may
receive a temporary lift in spirits and perhaps a short term slight
increase in sales.
This strategy fails to uncover the individuals’ real “incentive to change”
nor does it focus on or change Attitude!
7. Information vs Application
Information vs Application
At Peak Performance we do not believe in the short term boot-camps
or motivational programs. Although the material in many cases is in
fact, good stuff – it is critical that you understand the difference
between Information and Application.
After all, what is the sense in “knowing” more about a particular
subject, in particular when in the heat of the moment you know it will
not be utilized!
8. Changing Minds to Change Routines
As human beings we are habitual, meaning that our mindsets or
belief systems, in this case Sales, Sales Management or Sales
Recruiting are developed over time.
Regardless of how motivated you may be when leaving a short term
boot camp or motivational program, that short term newfound
knowledge will not override your routine that has been solidified
over years.
9. The Critical Importance of Taking Ownership
Until
and unless you take ownership & fully internalize the
information, in the heat of the moment you will fall right back into a
less than productive or counter-productive routine.
This is the very reason why Business Owners find themselves going
over the same thing with the same sales people each Monday
morning—They often smile, nod and agree, “ Hey Boss, that’s a great
idea”. However by Tuesday they are back exhibiting the same
counter productive behavior!
10. The Process of Internalization & Taking Ownership
The Key is Participatory Learning
For example, you want to become a black belt in the Martial Arts; so you
go out and buy a 10 CD set all 2 hours in duration—you watch the
entire CD series—twice! Now, if you are put into a ring with a 9th degree
black belt, well… you’re going to get hurt.
Or you decide that you are going to take your salespeople to a two day
seminar … on the piano. On day one they talk about material selection,
fabrication and functionality. Day two they bring out a concert pianist
and she plays beautifully----now go play the piano! We wonder why the
music just doesn’t sound quite right. What type of results will you
realistically obtain? And we all know the results of the “ Two Day Diet”.
11. The Negative Impact of Boot Camps
The Negative Impact of Boot Camps & Failure to “Take Ownership”
1. Management finds themselves going over the same thing with the
same people, without a change in mindset, habits, routine or result!
2. Inconsistency from one sales rep to another with respect to
handling objections, pitching, presenting, qualifying and closing
business
3. Poor performance, poor execution, poor sales results, turnover and
duplication of management’s time, energy and capital investment!
If you are dealing with poor performance, inconsistency or turnover
call Geoff Schenck today at 866-816-0991
12. Diagnosing Before Prescribing
Diagnosing Before Prescribing, Customized Targeted Training, Un-
Training & Coaching
Before we begin to change, train, un-train or coach any individual or
sales team, we first access individual and group strengths and
weaknesses, allowing us to have a clear understanding as to what
Executive Leadership, Sales Management or Sales specific issues
must be targeted. In other words what are the deficiency gaps that
must be closed.
This allows us to develop the program, process and utilize coaching
in a way that targets the specific problem areas, providing real
support that is sustainable.
13. Training that Targets
Targeted Training: Our training is heavily weighted in the identified
areas of weakness.
We believe the overall group should be utilizing a consistent
approach making use of a process and consistent criteria, reducing
the wing-it mentality often found in sales teams. While the overall
group must be “on the same page“, each individual has certain habits
and beliefs that impede their selling success. These areas must be
identified prior to training and addressed in the training process.
Our Training and Un-Training process targets individual and group
weaknesses, as opposed to simply preaching our opinion, or forcing
a one size fits all approach.
14. Attitudinal Training VS Motivational Training
Attitudinal Training VS Motivational Training: One major factor in determining a
person’s ability to Direct, Manage or Sell, or have real impact and challenge
viewpoints and mindsets is Attitude. Therefore, each participant’s overall
attitudinal state must be taken into consideration.
Attitude contains:
1. Self Esteem (Self Esteem is the first component that begins to decay)
2. Level of Confidence (Is built through learning-what we thought we knew
about Sales/Leadership may not be as productive as it used to be)
3. Level of Expectation (Do your sales people expect beer, pizza, poker &
cigarettes on the weekend? Or do they expect to achieve the level of a top
producer?)
4. Ego Drive The Ego often acts as an anchor. It can become a self sealing
mechanism, impeding our ability to be open minded. Our past success often
becomes our future failure when the ego becomes an obstacle!
15. The Critical Importance of a Sales Process
In Professional sports, all team members have raw skill, they all
practice and they all know the offense and defense, right? However it is
the superstars who want the ball when the game is on the line.
Do your sales people really want the ball?
In order to get everyone on the same page moving in the right and
productive direction, call Geoff Schenck at Peak Performance today at
866-816-0991
16. Contact Peak Performance Today
www.peakperformancesalestraining.com
Business Owners, Presidents or CEO’s
Are you feeling the Impact of:
Overall Poor Sales Performance
Less than productive attitudes & excuses
Sales Complacency & Anemic Behavior
Lack of a consistent sales system
Sales People who have quit and left
Sales People who have quit and STAYED!
Call Geoff Schenck at 1-866-816-0991