Share what you know with millions of people
Focus is the best place to turn what you know into remarkable content
0
Do you know anyone that enables the practice of sales skills?
Sales training often teaches sales skills yet skill development requires practice. What systems are there that enable individual practice on a regular basis and that measures progress.
Events
- Dos and Don'ts of Small Business Marketing May 29 @ 11 am PT
- Lead Nurturing 202: The Next Generation May 31 @ 11 am PT
- The Tricks to Paid Media June 6 @ 11 am PT
- Display Advertising for Brand Awareness June 20 @ 11 am PT
Related Activity
4 Answers
To enable any sales skill begins with belief (attitudes) for it is the beliefs that drive the actions (behaviors) creating the results. From my experience very few training companies include belief acknowledgment, attitude development into their sessions. This attitude component needs to be part of every session and is measured through continued goal achievement. Given sales research that states 50% of all sales leads are not followed up and I would suspect most sales people know that this is crucial to sales success, then it is not an issue of Do I know it? (Can I be trained to do it?) but rather "Do want to do it?
The TAS Group is the Sales Performance Automation Company that helps you sell smarter and manage your business better, resulting in 48% better quota achievement over non TAS users. Our industry-leading TAS(r) methodology has helped more than 850,000 sales professionals find and close more deals, and our proven sales process shows you what you need to do to move opportunities through the pipeline. The result is increased revenue, accurate sales forecasts and pipelines, and timely information to make better decisions. It all gets delivered through our on-demand Dealmaker(r) technology that integrates with your existing CRM system to produced sustained, measurable results. And to ensure that your sales teams get the full benefit, Dealmaker virtual learning delivers on-the-job training worldwide - reinforced by expert coaching.
Enabling the practicing of sales skills requires the active involvement of sales management. They have to believe that the skills taught to their people are the right ones for being successful.
Managers then have to coach those who are not yet able to apply the newly learned skills by themselves. . They have to motivate those who are able but not willing to practice the new skills . They also have to be prepared to remove those elements from the organization who are neither willing nor able to apply the skills as well as those not showing any improvement in application of the skills after a reasonable time despite appropriate coaching and motivation efforts . Managers should also not forget to give praise to those who immediately and continuously apply the newly learned skills.
As far as measuring progress is concerned, there iis probably no other way than observation of behavior in the field and giving constructive feedback.
Because my Buying Facilitation(r) model is a different way of thinking from sales, I had to develop a new form of training that matched the model I teach.So just as we teach buyers how to recognize and manage the decision and buy-in issues they must address before they can buy, so I teach learners (sales folks) how to recognize and manage the issues they need to address internally to be able to change.
All of the training is based on inside-out: we first help learners manage their belief structure and see how/when/why they'd be willing to change, etc. I have no notes, no desks, no pens. It's a 'learning facilitation' and the learning is done at the belief level, with behavior changes coming last. As a result, my clients create permanent change.
Answer This Question