Choose the right training based on your needs, and make it work for you in your day-to-day sales job to improve your bottom line.
If you talked about online sales training a couple of years back, people would give a funny look as if you're speaking a foreign language. Fast forward today, or perhaps few more years from now, training to sell online is going to be somewhat a norm.In fact, right now, the company I work for has hundreds of product training modules, sales training modules, and the like, stuffs on virtual shelves, which employee can access wherever and whenever the internet connection permits.
I dreamed of an approach like this more than a decade ago!
Take a look at this blog:
I've filled it in with tips and stories about what I've learned from the pharma industry as a medical sales rep.
Another sales rep from around the country or anywhere else in the world can gain access to them, and they can learn from things shared herein.
I wish I could do this when I got started with my sales career.
That's my motivation for developing this blog.
At one time, I remember posting about how to answer interview question for a friend who was on his way to sit in one, all move in Chicago.
Thank Allah for the internet.
My friend went through his interview successfully, but I don't claim his success was solely due to my blog post.
And there's a lesson here:
The strategies shared here work if you worked on them.
That's just the beginning of how to make sales training online works.
There's a simple structure to follow to make training work, on and offline.
My credit goes to Dr. Hewitt Gleeson and Newsell for this concept of training.
To make the training program works, divide it into two parts:
conviction part
practice part.
Why the conviction part?
Human beings, in general, need to know why they do something:
the reason behind, the driving force, and they need to know the benefits of doing it.
What's in it for them.
My recommendation:
Take relevant post in this blog, for example, what makes a good sales rep post, and include that as a conviction building material.
Of course, you can use other relevant materials to achieve this goal.
Then:
Device enough practice parts to cover the necessary competencies.
So:
If you need to cover the closing, for instance, device practice plan to learn how to close a sale.
Logging the practice hours at this stage is imperative.
As you can see, conviction and practice can happen simultaneously.
No problem.
And what's required from trainee is discipline.
It's easy to do.
Just break the training into bits and pieces and start doing them, one at a time.
Like the late Jim Rohn fond of saying:
"If you want to diet, start eating your bread un-buttered."
Without you knowing it, these small strings of events will be built one upon another, and develop something substantial!
"Success, " Jim said, "is a process, not an event."
So, lets recap:
1) Break the whole training into conviction and practice parts.
2) Feel free to run both simultaneously, or do one after another.
3) Start small and build from there.
One last note on making online sales training effective:
Share your journey with like-minded folks.
For example:
Leave your comment here or send me an email, through my contact page, to pledge your plan of action and what you're committed to.
I can do the follow up with you ...
...and so can others.
We can use this method to keep each other on our feet.
So, let us get on with the program!
I believe the answer depends on many factors.
Let's explore how much we can cover in this post.
I aim to focus on a few essential things:
I sell pharma products for a living. I've been doing that for more than 10 years now.
I realize that medical sales are not the only deals exist.
Some people sell multiple products like airplane or sand, to earn their paycheck.
Most of these salespeople are the products of the school of hard knocks. Internet was a distant invention those days.
Enter the year 2007:
That was the year when I took my VSS from the employer and went to venture into my own online business.
I planned to start small, so I did precisely that.
And I see the internet as a near perfect gateway.
Since I know how to sell in the real world, my belief was, trading online was going to that simple too.
I dive right in, choosing the affiliate marketing model.
I went that way because I thought it was easy, not having to create my own product, no inventory, no technical support, etc.
But that was loads of wishful thinking.
Like the iceberg that caused the Titanic to sink, there was more to selling other people's product than what the eyes could see.
And I know I wasn't fully prepared for this.
Internet marketing, as it was called, utilize a whole array of sales strategies to move products and services. Everything is done entirely online, or a combination of on and offline tactics.
If you have sharp eyes, I've listed a link here once. It was a video training on how to create a website, minisite to be exact, to pull in a profit.
That's the kind of training you'll encounter when seeking one online.
Video is one form of training:
There are other forms like 'ole' web page (which is now replaced by blog pages, in most case), e-mail course, Pdf, Podcast, and Webinars.
I've seen hours of recordings and video presentations on how to sell online.
The one I particularly remember was an online course that teaches influencing the mass to take up your offers.
I can share it briefly here:
The method employs a direct marketing concept where collecting names (leads) is the most integral part of the whole process.
Once you've got the names, you connect to them.
As the connection established, you put your offer in front of them, or you create a new one, based on their needs.
How about my own experience of running sales technique training online?
You're looking at the funnel of which I use to attract potential trainees.
How I bring this blog in front of the potential audience?
I use the search engines' (SE) search result ranking.
What that means is, people typically will type certain words into the search engine to find something. That "certain words" are known as keywords.
I wrote articles, on this blog, to win SE favors, and get them ranked.
The central theme is "relevancy."
If my articles are the most relevant to queries, I got to occupy beautiful, top spots in SEs result pages.
That's really important because:
It correlates to exposure. The higher your ranking is, the higher the chance for the articles to be seen.
There are other ways to gain exposure. The method I just shared with you is better known as "Search Engines Optimization" (SEO). There are other free and paid methods available.
When you look for sales technique training on the Net, you'll probably see a few options.
How do you choose which one that suits your need?
Well, the critical point is "you need."
What do you need to learn the most about selling?
For example:
Looking for "ways to increase sales" is a generic term.
You want to drill that down to "training for better sales closing," for instance.
And that's how you determine what you need and find what you seek online.
(It so happens that one of my favorite articles, herein, deals with closing sales training. Check that one out, if you're looking to close sales better :-)
I've said so many times:
Learning is the only thing possible when engaging with online training.
To make it useful, you need to practice what you've learned.
And that requires commitment and discipline.
In other words:
It requires responsibility and accountability.
How to implement them virtually?
I got to tell you that you're better off doing them offline.
You can enlist the help of log book, peers and mentors.
It might be possible to create reminders online but to really put them into effect, you need to take it "off the line."
There.
I've told you.
I still remember one of Dr. Gleeson's requirement for those who want to be certified as his Newsell Instructor, which is, to call to a particular phone number and tell the person on the other line what you'll do today.
The next day, you call the same number to report what you've done.
This small effort works excellent to make training effective.
This is not the end of the line.
Do you have anything to add to the topic of sales techniques training online?
After slightly over ten years of selling pharmaceutical products, I've found that these techniques make the training of salespeople ticks.
Basically:
I'm going to cover two parts to the techniques and drill them down in detail right after that.
Two parts of these techniques are:
1) The psychological part or as I prefer to call it: "The conviction" part.
2) The practical part. This is where learning stops. All there is to it is following instruction and practice, repeat and rehearse.
Why salespeople need conviction?
I don't need smart researchers from top brand Uni to tell me that keeping sales reps in positive mindsets are very important.
The readers of this blog consider the subject of "hating my pharma sales jobs" as one of the most popular topics. I don't exactly know why but it just tells me that many salespeople and public audience hate that particular vocation.
And hating jobs as salespeople is not going to take them far...
So, what's the remedy to this hatred?
Since this happens at the psychological level, that's where the focus is needed.
That's where conviction comes in.
One training I had gone through, force me to read at least 5 chapters about why the new way of selling is needed to replace the 'old sell.'
After I finished all five chapters, I never look at traditional selling the same way again.
And it makes absorbing the new training materials so much faster.
The most important thing about this part is exactly like the name suggests:
Practice.
Classroom learning and theory stop here.
No need to learn new materials here because the only thing salespeople need to know is to follow instruction.
When I went through the Newsell training program back then, there were a series of instructions where I need to follow which includes listing down action plans and discussing them with colleagues.
But that's just small part of the whole process.
In this practical part:
The most important thing is to record the training hours.
Going through it once yields perfect results and going through it more than once generates another.
I borrow the analogy of push up, as illustrated by the program originator:
Let's say you want to build your physique doing push up.
After doing 10 push-ups, you probably have an idea of what you need to do to take it further.
Now:
You've done 50.
You have a better understanding and achieved individual results.
If you keep doing that for a week, a month or a year, you'll have strong evidence about doing a push up to build physical strength.
Perhaps, you'll be an expert in that particular subject!
That's the power of practice, repeat and rehearse done deliberately.
And it's all yours for the taking if you follow the instruction.
That sums up the practical section of training techniques.
If you reach this point:
You already know what it takes to make training effective.
Compare that to your current training program:
Which part of these sales training techniques seems to be lacking?
What does that do to the performance?
My mind, right now, goes back to the time when I was trained with SPIN Selling.
It was a robust model, developed from a thorough research process and study of successful salespeople.
Right now:
That was just yesteryear memory.
It has faded into oblivion, and I'm lost touch with it.
Why?
There was a lack of emphasis on both:
the conviction
practical elements.
I had not read a single material about SPIN Selling for the past 10 years, and I've stopped practicing it.
If you asked me for my log book, I don't have any with me now.
I even don't have it with me back then.
If you calculate the loss from this, I can guarantee you that any company would easily cut the reps paycheck to make up for it.
It was simply not worth investing in something and not reaping the return on it.
And that can be avoided.
All companies got to do is, to install the elements of conviction and practice in place, and keep improving.
It's just like push-ups and building muscles:
They both got better with practice.
I've browsed through a few websites after typing "online sales training program" into Google's search box.
I'm amazed at what is offered by these program providers, and some really have a good program in place.
As a salesperson myself, I can tell in a blink, just by looking at the program content, whether it's a worthwhile investment or else.
I can't say the same thing to a first timer though, but don't worry because I'm going to share in this post how you can evaluate whether the program will provide values or simply fluffs.
The best thing to do to check an online training program worth:
To do a cross check with the testimonials displayed on the sites.
Some testimonials do have contact, but some don't.
If they don't, it tells you that you need to contact the provider to check them out, if you really bother to pursue, of course.
How many of you are going to pursue this way?
I can guess it's close to none!
I know I won't.
I got too much to do already.
I don't have the time to contact the program provider to cross-check their testimonials.
I'm in the middle of searching for the best sales training online, remember?
Is there a better way?
Of course!
And I'm about to disclose it here:
When you do an online search for sales programs or sales training in Google, you'll get thousands of search results on G's Search Engine Result Page (SERP).
Now, these results can be websites, blogs, Pdf, videos, images, etc.
We're just going to focus on websites for now:
With a website, the easiest and fastest cross check you can do is to look at a few webpages and feel the tone of the general contents.
Some were just blatant advertisements, and you can bet that the main aim for such sites is to sell.
You can evaluate whether this is the kind of content you're looking for.
But this is far from the deciding factor.
You can find the contact page and ask them questions which I believe is going to take more of your precious time than saving it.
To get to the bottom of thing fast, here's what I recommend:
Look for the page named "blog," and give it a click.
Once you're on the blog:
Look at the last date the webmaster updated it.
This is an excellent indicator of whether the program provider is current or behind with their materials.
Update on blogs is indeed an important indicator.
Look at it this way:
Selling is very dynamic.
It changes almost always, and if a training company does not bother to keep itself up to date, you can quickly tell that it's not worth spending a dime investing in them.
How can you trust a provider that stays static in an ever-changing environment?
What does that tell you if it stays static?
With many program providers emerging on the world wide web almost daily, knowing where to park your trust based on substantial value is essential.
Being able to evaluate a program on the go is even better.
You can save precious time and move along with the fast-paced sales world.
Hopefully:
You'll find this tip of evaluating online sales training program with ease useful.
Leave your feedback or question if you may.
I'll see you there.
This is a simple sales training idea, and any companies can grab it, and run away with it.
The thing is:
It has never been tested before, or even if it had, there's no documentation as a proof.
This idea can do a few things for a company, in designing a training program, and hopefully improving sales, as the end result.
1) Company will be getting the info from the first-hand source. There's no speculation for the result, and it's proven.
2) A company can utilize only in-house trainers and training materials. No form of outsourced is needed. This initiative alone could save thousands for the company.
3) Salespeople can easily relate to the elements and trainers because these are highly relevant to the company's own salespeople.
4) The outcomes have high potential to be duplicated. Salespeople can copy what lead to the results and with ease if they know what they're doing.
5) The whole process can be improved continuously. It is not carved in stone or set and forgets kind of process.
So, what's the idea here?
Every company will have a few bright and shiny salespeople.
They are the ones that bring the highest revenue for the company and earn the highest incentive payout for themselves.
What usually happens is:
They were identified and recognized during the sales meeting.
Some times, they're asked to share their best practice.
What did not usually happen is:
People went to drill them on their success strategies.
Now:
To be able to do this, the people who were looking to breakdown the strategies, need a particular skill - the skill of modeling.
This "modeling" process is borrowed from NLP (Neuro Linguistic Programming) and has a solid scientific background.
Maybe that can hold this process back, but anyway...
... Three things need to be modeled:
a) The belief system
b) The physiology
c) The mental syntax
Now:
The company knows what it needs to look for in its winners.
In fact:
Sharing success stories is not enough to inspire salespeople to action.
Maybe, they'll be inspired to talk behind and run rumors, but that's not the point.
Time is essential here.
If salesperson proves their abilities to produce consistent results, then they're worthy of being modeled.
A company can pull them aside and assign somebody or a team to slice their winning strategies.
When the whole strategies have been "coded" (Yes, the entire procedure will come in codes), all that is needed is to train other salespeople with the systems.
But:
Like I said, the pre-requisite is to have one person or persons to code the strategies.
And they need to be trained in NLP to do this.
If it was me:
I'll consider this as an investment and set my eyes only on the higher returns.
Higher returns are not only possible, but it's also inevitable.
That's my idea for a simple sales training that any company can implement immediately, if it has everything in place, of course :-)
Another sales rep from around the country or anywhere else in the world can gain access to them, and they can learn from things shared herein.
I wish I could do this when I got started with my sales career.
That's my motivation for developing this blog.
At one time, I remember posting about how to answer interview question for a friend who was on his way to sit in one, all move in Chicago.
Thank Allah for the internet.
My friend went through his interview successfully, but I don't claim his success was solely due to my blog post.
And there's a lesson here:
The strategies shared here work if you worked on them.
That's just the beginning of how to make sales training online works.
There's a simple structure to follow to make training work, on and offline.
My credit goes to Dr. Hewitt Gleeson and Newsell for this concept of training.
To make the training program works, divide it into two parts:
conviction part
practice part.
Why the conviction part?
Human beings, in general, need to know why they do something:
the reason behind, the driving force, and they need to know the benefits of doing it.
What's in it for them.
My recommendation:
Take relevant post in this blog, for example, what makes a good sales rep post, and include that as a conviction building material.
Of course, you can use other relevant materials to achieve this goal.
Then:
Device enough practice parts to cover the necessary competencies.
So:
If you need to cover the closing, for instance, device practice plan to learn how to close a sale.
Logging the practice hours at this stage is imperative.
As you can see, conviction and practice can happen simultaneously.
No problem.
And what's required from trainee is discipline.
It's easy to do.
Just break the training into bits and pieces and start doing them, one at a time.
Like the late Jim Rohn fond of saying:
"If you want to diet, start eating your bread un-buttered."
Without you knowing it, these small strings of events will be built one upon another, and develop something substantial!
"Success, " Jim said, "is a process, not an event."
So, lets recap:
1) Break the whole training into conviction and practice parts.
2) Feel free to run both simultaneously, or do one after another.
3) Start small and build from there.
One last note on making online sales training effective:
Share your journey with like-minded folks.
For example:
Leave your comment here or send me an email, through my contact page, to pledge your plan of action and what you're committed to.
I can do the follow up with you ...
...and so can others.
We can use this method to keep each other on our feet.
So, let us get on with the program!
Sales Techniques Training Online
Is sales techniques training done online active?
Let's explore how much we can cover in this post.
I aim to focus on a few essential things:
I sell pharma products for a living. I've been doing that for more than 10 years now.
I realize that medical sales are not the only deals exist.
Some people sell multiple products like airplane or sand, to earn their paycheck.
Most of these salespeople are the products of the school of hard knocks. Internet was a distant invention those days.
Enter the year 2007:
That was the year when I took my VSS from the employer and went to venture into my own online business.
I planned to start small, so I did precisely that.
And I see the internet as a near perfect gateway.
Since I know how to sell in the real world, my belief was, trading online was going to that simple too.
I dive right in, choosing the affiliate marketing model.
I went that way because I thought it was easy, not having to create my own product, no inventory, no technical support, etc.
But that was loads of wishful thinking.
Like the iceberg that caused the Titanic to sink, there was more to selling other people's product than what the eyes could see.
And I know I wasn't fully prepared for this.
Internet marketing, as it was called, utilize a whole array of sales strategies to move products and services. Everything is done entirely online, or a combination of on and offline tactics.
If you have sharp eyes, I've listed a link here once. It was a video training on how to create a website, minisite to be exact, to pull in a profit.
That's the kind of training you'll encounter when seeking one online.
Video is one form of training:
There are other forms like 'ole' web page (which is now replaced by blog pages, in most case), e-mail course, Pdf, Podcast, and Webinars.
I've seen hours of recordings and video presentations on how to sell online.
The one I particularly remember was an online course that teaches influencing the mass to take up your offers.
I can share it briefly here:
The method employs a direct marketing concept where collecting names (leads) is the most integral part of the whole process.
Once you've got the names, you connect to them.
As the connection established, you put your offer in front of them, or you create a new one, based on their needs.
How about my own experience of running sales technique training online?
You're looking at the funnel of which I use to attract potential trainees.
How I bring this blog in front of the potential audience?
I use the search engines' (SE) search result ranking.
What that means is, people typically will type certain words into the search engine to find something. That "certain words" are known as keywords.
I wrote articles, on this blog, to win SE favors, and get them ranked.
The central theme is "relevancy."
If my articles are the most relevant to queries, I got to occupy beautiful, top spots in SEs result pages.
That's really important because:
It correlates to exposure. The higher your ranking is, the higher the chance for the articles to be seen.
There are other ways to gain exposure. The method I just shared with you is better known as "Search Engines Optimization" (SEO). There are other free and paid methods available.
When you look for sales technique training on the Net, you'll probably see a few options.
How do you choose which one that suits your need?
Well, the critical point is "you need."
What do you need to learn the most about selling?
For example:
Looking for "ways to increase sales" is a generic term.
You want to drill that down to "training for better sales closing," for instance.
And that's how you determine what you need and find what you seek online.
(It so happens that one of my favorite articles, herein, deals with closing sales training. Check that one out, if you're looking to close sales better :-)
I've said so many times:
Learning is the only thing possible when engaging with online training.
To make it useful, you need to practice what you've learned.
And that requires commitment and discipline.
In other words:
It requires responsibility and accountability.
How to implement them virtually?
I got to tell you that you're better off doing them offline.
You can enlist the help of log book, peers and mentors.
It might be possible to create reminders online but to really put them into effect, you need to take it "off the line."
There.
I've told you.
I still remember one of Dr. Gleeson's requirement for those who want to be certified as his Newsell Instructor, which is, to call to a particular phone number and tell the person on the other line what you'll do today.
The next day, you call the same number to report what you've done.
This small effort works excellent to make training effective.
This is not the end of the line.
Do you have anything to add to the topic of sales techniques training online?
Sales Training Techniques That Really Work
A closer look reveals that sales training techniques that really work are only a few in numbers.
After slightly over ten years of selling pharmaceutical products, I've found that these techniques make the training of salespeople ticks.
Basically:
I'm going to cover two parts to the techniques and drill them down in detail right after that.
Two parts of these techniques are:
1) The psychological part or as I prefer to call it: "The conviction" part.
2) The practical part. This is where learning stops. All there is to it is following instruction and practice, repeat and rehearse.
THE CONVICTION
Why salespeople need conviction?
I don't need smart researchers from top brand Uni to tell me that keeping sales reps in positive mindsets are very important.
The readers of this blog consider the subject of "hating my pharma sales jobs" as one of the most popular topics. I don't exactly know why but it just tells me that many salespeople and public audience hate that particular vocation.
And hating jobs as salespeople is not going to take them far...
So, what's the remedy to this hatred?
Since this happens at the psychological level, that's where the focus is needed.
That's where conviction comes in.
One training I had gone through, force me to read at least 5 chapters about why the new way of selling is needed to replace the 'old sell.'
After I finished all five chapters, I never look at traditional selling the same way again.
And it makes absorbing the new training materials so much faster.
THE PRACTICAL PART
The most important thing about this part is exactly like the name suggests:
Practice.
Classroom learning and theory stop here.
No need to learn new materials here because the only thing salespeople need to know is to follow instruction.
When I went through the Newsell training program back then, there were a series of instructions where I need to follow which includes listing down action plans and discussing them with colleagues.
But that's just small part of the whole process.
In this practical part:
The most important thing is to record the training hours.
Going through it once yields perfect results and going through it more than once generates another.
I borrow the analogy of push up, as illustrated by the program originator:
Let's say you want to build your physique doing push up.
After doing 10 push-ups, you probably have an idea of what you need to do to take it further.
Now:
You've done 50.
You have a better understanding and achieved individual results.
If you keep doing that for a week, a month or a year, you'll have strong evidence about doing a push up to build physical strength.
Perhaps, you'll be an expert in that particular subject!
That's the power of practice, repeat and rehearse done deliberately.
And it's all yours for the taking if you follow the instruction.
That sums up the practical section of training techniques.
RECOMMENDATION
If you reach this point:
You already know what it takes to make training effective.
Compare that to your current training program:
Which part of these sales training techniques seems to be lacking?
What does that do to the performance?
My mind, right now, goes back to the time when I was trained with SPIN Selling.
It was a robust model, developed from a thorough research process and study of successful salespeople.
Right now:
That was just yesteryear memory.
It has faded into oblivion, and I'm lost touch with it.
Why?
There was a lack of emphasis on both:
the conviction
practical elements.
I had not read a single material about SPIN Selling for the past 10 years, and I've stopped practicing it.
If you asked me for my log book, I don't have any with me now.
I even don't have it with me back then.
If you calculate the loss from this, I can guarantee you that any company would easily cut the reps paycheck to make up for it.
It was simply not worth investing in something and not reaping the return on it.
And that can be avoided.
All companies got to do is, to install the elements of conviction and practice in place, and keep improving.
It's just like push-ups and building muscles:
They both got better with practice.
How To Easily Evaluate Online Sales Training Programs
I've browsed through a few websites after typing "online sales training program" into Google's search box.I'm amazed at what is offered by these program providers, and some really have a good program in place.
As a salesperson myself, I can tell in a blink, just by looking at the program content, whether it's a worthwhile investment or else.
I can't say the same thing to a first timer though, but don't worry because I'm going to share in this post how you can evaluate whether the program will provide values or simply fluffs.
The best thing to do to check an online training program worth:
To do a cross check with the testimonials displayed on the sites.
Some testimonials do have contact, but some don't.
If they don't, it tells you that you need to contact the provider to check them out, if you really bother to pursue, of course.
How many of you are going to pursue this way?
I can guess it's close to none!
I know I won't.
I got too much to do already.
I don't have the time to contact the program provider to cross-check their testimonials.
I'm in the middle of searching for the best sales training online, remember?
Is there a better way?
Of course!
And I'm about to disclose it here:
When you do an online search for sales programs or sales training in Google, you'll get thousands of search results on G's Search Engine Result Page (SERP).
Now, these results can be websites, blogs, Pdf, videos, images, etc.
We're just going to focus on websites for now:
With a website, the easiest and fastest cross check you can do is to look at a few webpages and feel the tone of the general contents.
Some were just blatant advertisements, and you can bet that the main aim for such sites is to sell.
You can evaluate whether this is the kind of content you're looking for.
But this is far from the deciding factor.
You can find the contact page and ask them questions which I believe is going to take more of your precious time than saving it.
To get to the bottom of thing fast, here's what I recommend:
Look for the page named "blog," and give it a click.
Once you're on the blog:
Look at the last date the webmaster updated it.
This is an excellent indicator of whether the program provider is current or behind with their materials.
Update on blogs is indeed an important indicator.
Look at it this way:
Selling is very dynamic.
It changes almost always, and if a training company does not bother to keep itself up to date, you can quickly tell that it's not worth spending a dime investing in them.
How can you trust a provider that stays static in an ever-changing environment?
What does that tell you if it stays static?
With many program providers emerging on the world wide web almost daily, knowing where to park your trust based on substantial value is essential.
Being able to evaluate a program on the go is even better.
You can save precious time and move along with the fast-paced sales world.
Hopefully:
You'll find this tip of evaluating online sales training program with ease useful.
Leave your feedback or question if you may.
I'll see you there.
Sales Training Made Simple: Simple Training Idea Company Can Implement With Ease
This is a simple sales training idea, and any companies can grab it, and run away with it.
The thing is:
It has never been tested before, or even if it had, there's no documentation as a proof.
This idea can do a few things for a company, in designing a training program, and hopefully improving sales, as the end result.
Here's a quick list of benefits:
1) Company will be getting the info from the first-hand source. There's no speculation for the result, and it's proven.
2) A company can utilize only in-house trainers and training materials. No form of outsourced is needed. This initiative alone could save thousands for the company.
3) Salespeople can easily relate to the elements and trainers because these are highly relevant to the company's own salespeople.
4) The outcomes have high potential to be duplicated. Salespeople can copy what lead to the results and with ease if they know what they're doing.
5) The whole process can be improved continuously. It is not carved in stone or set and forgets kind of process.
So, what's the idea here?
Every company will have a few bright and shiny salespeople.
They are the ones that bring the highest revenue for the company and earn the highest incentive payout for themselves.
What usually happens is:
They were identified and recognized during the sales meeting.
Some times, they're asked to share their best practice.
What did not usually happen is:
People went to drill them on their success strategies.
Now:
To be able to do this, the people who were looking to breakdown the strategies, need a particular skill - the skill of modeling.
This "modeling" process is borrowed from NLP (Neuro Linguistic Programming) and has a solid scientific background.
Maybe that can hold this process back, but anyway...
... Three things need to be modeled:
a) The belief system
b) The physiology
c) The mental syntax
Now:
The company knows what it needs to look for in its winners.
In fact:
Sharing success stories is not enough to inspire salespeople to action.
Maybe, they'll be inspired to talk behind and run rumors, but that's not the point.
Time is essential here.
If salesperson proves their abilities to produce consistent results, then they're worthy of being modeled.
A company can pull them aside and assign somebody or a team to slice their winning strategies.
When the whole strategies have been "coded" (Yes, the entire procedure will come in codes), all that is needed is to train other salespeople with the systems.
But:
Like I said, the pre-requisite is to have one person or persons to code the strategies.
And they need to be trained in NLP to do this.
If it was me:
I'll consider this as an investment and set my eyes only on the higher returns.
Higher returns are not only possible, but it's also inevitable.
That's my idea for a simple sales training that any company can implement immediately, if it has everything in place, of course :-)
Wow ! It is a Nice blog that you have posted. I am really impressed with your writing skills as well as with the layout of your blog. It is rare to see a great blog like this one today. You made some good points there.If you need any type of service you can visit our website Sales Training
ReplyDeleteThanks for the kinds words :)
Delete& thanks again for stopping by...