Well!! A little strong you might think? Is it really? That sound is your hard dollars going right out the window. Here is another great sales training idea – lets provide that training when your prospects are buying and then we can add the cost of lost opportunity to the training and get an even better sound.
Now I don’t want to get carried away here, there are a lot of great sales training “systems” out there and they work. For a while. That is the problem, the “for a while“. How about a solution then? In order to offer that up I need to ask a few questions about your sales team.
- Which rep knows what a valuable prospect looks like?
- Who is your best appointment getter?
- Who manages their time efficiently?
- Which rep makes the best presentation?
- Who has the deepest product knowledge?
- Which rep can build “value based solutions” beyond the price?
- Who can build rapport easily?
- Who is your best closer?
- Who nurtures and grows accounts?
If you were to take your top rep and grade her on the abilities above, I would bet that she executes them all really well. Some she might like doing, others not, but she does them. So the answer. Identify the specific weakness or weaknesses, train and coach your sales team on the individual areas of improvement. It is that simple.
The only way to know this is to measure activity in a defined pipeline. Building a sales pipeline and measuring the results gives you the information that will allow you to improve results for everyone on your sales team. When you see a “choke” in the funnel, get them help -provide specific training and direction. It does not cost a lot of money or demand a lot of your resources. In fact the internet alone can provide great tools to point them in the right direction. Measure and Manage.
Simple and Sustainable Improvement.