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  • May 06 / 2006
  • Comments Off on Field Sales Training and Development Calls – Sales Blog and Podcast Entry
Sales Blog

Field Sales Training and Development Calls – Sales Blog and Podcast Entry

An excerpt from the Complete Sales Action System

New salespeople need lots of one-to-one sales training and experienced people need to be “tuned up” from time to time. One of the best ways to accomplish the above is with Field Sales Training and Development Calls. Here are a few suggestions.

Half to a full day

A 20 minute call with someone is not enough time to get into the flow. Try and give the salesperson a full day or at least a half an day. This gives you a fair look at the person and it also gives both of you the time to uncover deeper issues or the time to begin implementing new ideas.

Why am I going?

Just as you suggest to your salespeople, you have to have objectives if you are going out on the call. They could be one or more objectives similar to the following:

1. Develop rapport with the salesperson
2. Teach certain skills
3. Monitor progress
4. Introduce and educate on new products or services
5. Provide support
6. Try and discover why performance is down
7. Find out why this person is such a strong performer.

Why am I Here?

Before the salesperson makes the call makes sure he/she has certain objectives in mind. If you know what the salesperson is attempting to achieve, it is easier to assess, support and train. In the case of in store sales training, or in a showroom at a dealership, or in an office or a bank the above two points on knowing why would still pertain.

E.g. As a customer is walking towards a showroom, the salesperson could quickly let you know his/her objectives.

Sales Training or Selling

If your main objective for the morning is to train the person then do not butt in and take over if the salesperson is not doing too well.

Let the salesperson do it

Let the salesperson handle the sales call. Be aware that if you are with the salesperson he or she will be a bit uncomfortable and probably not perform at his/her normal level. By letting the salesperson handle the call or situation, you show confidence in him/her and you also demonstrate your commitment to training and developing his/her sales skills.

The exceptions to this rule are:

a) You don’t want to risk a large transaction. If a salesperson is in the middle of losing a large transaction because of lack of skills, why is he/she handling this account at this time? All rules are made to be broken under special circumstances. If you see a big transaction going out the door and you cannot afford this, jump in and save it. Afterwards apologize to your salesperson, explain why you did it, and review what you both learned from this experience.

b) Agree in advance. This is where you let the salesperson know you will handle the call to demonstrate what to do.

Review

After the call, do the following:

1. Ask the salesperson what went well. Listen to the feedback, suggest a few other areas where you felt it went well and agree with the salesperson on his/her points if appropriate.

2. Now ask the salesperson where and/or how he or she could have improved or been more effective. Listen! Most of the things you would have pointed out, a salesperson could probably tell you if you give him/her time. It is insulting and demotivating to be told something about yourself when you are about to admit it without the prompting. Once the salesperson is finished you can then expand on a few areas where you felt he/she could have been more effective.

3. Now ask the salesperson where he/she could see future or new opportunities with this client and then add your own.

4. Ask him/her to identify possible problems that could come up in the future and how to rectify them. Add your point of view.

The above 4 approaches let the salesperson feel accountable and respected and at the same time helps him/her take responsibility for the future.

Coach Feedback Form

Design a simple feedback form for the end of the day or for a specific meeting. Have the salesperson rate him/herself on a scale of 0 to 10 and explain his or her reasoning. Listen first before giving your opinion.

Also ask the salesperson how you could be more effective in the one-to-one sales training and development process. Listen!

Thank the Salesperson

Thank the salesperson for the day and re-cap the positives. Remember how often someone has suggested to you to do things differently and you defended, but a week later you saw the wisdom in the suggestion and changed your mind. Be patient.

This sales training blog entry is an excerpt from the Complete Sales Action System a 25 module sales system used by major banks, insurance companies, automotive manufacturers and dozens of other organizations in North America (Canada), South Africa. Written by Bill Gibson, The Complete Sales Action System is published by Knowledge Brokers International a sales and leadership development company with offices in Canada and South Africa. Quick links: sales training South Africasales training Canada

Quick Links:

Sales Training Canada
Sales
Training South Africa

Sales Training Boot Camps Vancouver
Complete Sales Action System
Managing Complex Business
Relationships System


Subscribe in iTunes to this Sales Podcast

  • Apr 26 / 2006
  • 2
* Sales Podcast, iPhone Podcasts, Sales Blog

Sales Podcast – Sales Blog Entry – The 12 Steps to Making the World Your Networking Function

In sales networking is the much coveted strategy to generate leads and help us close deals while reducing the amount of cold calling or hard selling we do. With that said, many people misunderstand what real networking is all about. Today’s sales podcast is about the 12 Steps to Making the World Your Networking Function:

1. Be referable don’t gather contacts or push for referrals
2. Be interested not interesting
3. You can’t have 200 best friends – prioritize
4. Add value with your network
5. Bank your equity (with the right people)
6. It’s a small town
7. Map and seek out the players
8. The more you give the more you get
9. Do your due diligence before you refer
10. Keep Promises, Follow-through
11. Be seen
12. Step it up every year

You can subcribe to this sales podcast series by using one of the many options on right hand navigation bar or you can download the MP3 file here:

Shane Gibson is the author of Closing Bigger the Field Guide to Closing Bigger Deals and President of Knowledge Brokers International Systems Ltd. a leading sales performance and leadership development organization. Shane divides his time between his entrepreneurial projects, speaking at major conferences and mentoring salespeople and entrepreneurs.

Quick Links:

Sales Training Canada
Sales
Training South Africa

Sales Training Boot Camps Vancouver
Complete Sales Action System
Managing Complex Business
Relationships System


Subscribe in iTunes to this Sales Podcast

  • Apr 17 / 2006
  • Comments Off on Sales Blog Entry – Evaluating Sales Training Companies (From Training Magazine)
Sales Blog

Sales Blog Entry – Evaluating Sales Training Companies (From Training Magazine)

I read this article recently on evaluating sales training companies. It’s pretty straight forward but the bottom line is too many organizations focus on “price” and “adult learning” versus results and track record. If I was to developing a sales training RFP to screen potential vendors I would focus more on the ROI per training dollar and the longevity of the implementation and process. I like where Dave Stein has started here, in a future blog entry I’ll talk more about this process of developing a training RFP when selection sales training companies.

Why Doing It Wrong Will Cost You Millions (Training Magazine)
By Dave Stein

So you’ve decided to procure sales training for your organization. You’ve winnowed the possibilities down to a short list. What’s next? How do you decide which vendor is right for your organization? One of the many responsibilities that sales managers have is evaluating and selecting a sales effectiveness solutions provider (ESP), or a sales training company.

For many managers this is a daunting task. Most ESPs that have been in business for a while have more successful engagements than failures; therefore selecting the right ESP is a process of differentiating them on their characteristics and programs, then matching their capabilities with your needs. Read the rest of the article at trainingmag.com

  • Mar 29 / 2006
  • Comments Off on Sales Podcast – Sales Blog Entry – Radio Interview on Closing Bigger with Shane Gibson – Part 5
* Sales Podcast

Sales Podcast – Sales Blog Entry – Radio Interview on Closing Bigger with Shane Gibson – Part 5

[Download Part 5 of the March 28 Closing Bigger Sales Podcast MP3]

  • Mar 29 / 2006
  • Comments Off on Sales Podcast – Sales Blog Entry – Radio Interview on Closing Bigger with Shane Gibson – Part 4
* Sales Podcast

Sales Podcast – Sales Blog Entry – Radio Interview on Closing Bigger with Shane Gibson – Part 4

[Download Part 4 of the March 28 Closing Bigger Sales Podcast MP3]

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