for Conscious Selling the Sandler Way Updates
Great speaking with you today. I wanted to thank you again for inviting me to the seminar last week. Just yesterday I spoke with my two co-founders about what I learned at your seminar last week. I wanted to let you know how the conversations went.
Chris Powell. Co-Founder/VP Sales,
Building an effective sales team starts with effective sales training. In the rush to meet sales quotas, sales managers often fail to invest the necessary time and effort into implementing the right sales training program. The most effective program must do more than provide a quick fix to short-term sales challenges. One sales training seminar may do little more than set your sales team up for disappointment and demoralization.
Instead, make sure your sales training equips your sales team with the skills and tools to generate sustained results and continuous sales improvement. Your sales training program should not only cover the basic pillars of the sales process, but also the behaviors, attitudes and techniques needed to become effective sales people.
It won’t happen overnight. But with the right investment of time and resources, your sales training program will gradually change your sales team’s behaviors and habits to yield immediate and lasting results.
1. Get Your Management Team On Board.
Review your sales training program and goals with the management team. Emphasize the bottom-line benefits of effective sales training, and clarify the role of management in ensuring the success of sales training and their sales team.
2. Get Your Sales Force On Board.
Secure buy-in from your sales force as well. Go over the sales training program with them and make sure they understand the objectives. Explain that sales training is a long-term commitment on their part. With management backing your program, your sales force will understand and embrace sales training aimed at improving their performance — and their value.
3. Keep The Momentum Going.
Continue to reinforce the value of effective long-term sales training to your leadership and your sales team. Make the commitment to support your sales force, solicit feedback, follow-up, promote positive behavior, reward results, and be an active participant in the sales training. Hold your sales team accountable, but recognize the improvements they’ve made not only in sales numbers but also in their behaviors and attitudes. You’ll soon see your sales training translate to better sales performance.