6 Common Mistakes That Could Tank Your Customized Sales Training
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Transcript of 6 Common Mistakes That Could Tank Your Customized Sales Training
6 Common MistakesThat Could Tank Your
Customized Sales Training
www.criteriaforsuccess.com@CFSPlayBook
1. Reinventing the wheel2. Ignoring your star performers3. Addressing the “how” and ignoring
the “why”4. Excluding other departments5. Failing to document6. Taking a “one and done” approach
6 Common Mistakes
Reinventing the Wheel
Mistake #1:
“Customized”doesn’t have to mean
brand new.
When trying to fix a
broken sales team,
it can seem like every
challenge is unique.
But even if your challenges are unique,
the solution might be straightforward.
Certain sales best practices are common across sales teams –
and really great salespeople often
have similar behaviors.
Your customized sales training must have a solid foundation
before adding bells and whistles.
It’s like building a house –
Ignoring Your Top
Performers
Mistake #2:
It might seem natural to leave out top performers when
designing your customized sales training.
After all, they don’t need training –
right?
Actually…
Top performers are your
most valuable assetin designing a training
program.
Your top performers
have
killer best practices
locked inside their heads.
Get those out – SHARE them – and everyone will improve.
Addressing the “How” &
Ignoring the “Why”
Mistake #3:
Too many sales trainings focus only on the mechanics of selling –
the “how.”
How to handle objections
What to say to a new prospect
How many fol-low-up emails to send
How to close
Training Topics
Sales greatness is not just about performing the right set of actions.
Great salespeople also understand
the “why”underpinning
their actionsand approach their day with the right attitude toward
selling.
Philosophy:
1. It’s not how you feel that determines how you act – it’s how you act that determines how you feel.
2. The little voice in your head telling you “I can’t” & “I don’t want to” is Head Trash – get rid of it!
3. The “why” underpinning your actions
Incorporating your unique philosophy makes your customized
sales training flexible and sustainable
for the long term.
Leaving Out Marketing & Operations
Mistake #4:
Sales does not operate
in a vacuum.
For your sales improvement initiative to succeed, you must
include all departments that impact the sales cycle.
A customized sales training is a great time to achieve and reinforce
alignmentbetween different departments.
Sales
MarketingOperations
Failing to Document
Mistake #5:
Don’t set up a customized sales training program just to forget all the
lessons-learned.
73% of Best-in-Class organizations deploy a central repository of sales best practices and tools, [which arm] front-line sellers with a treasure trove of collective wisdom.”
– Aberdeen Research
“
Before you start sales training…
have a plan in place to
document the training itself and continue to
capture best selling practices in the future.
“One and Done”
Mistake #6:
Best-in-Class firms are 22% more likely than all others to refresh their teams’ training at least on a quarterly basis.”
– Aberdeen Research“
Quick-hit sales training is
just not as effectiveas multi-stage, reinforced training.
Set up your customized sales training to include at least
quarterly check-ins, and revisit your training program annually.
1. Don’t reinvent the wheel2. Don’t ignore your star performers3. Address both the “how” and the
“why”4. Include other departments5. Document, document, document6. Don’t sign up for a “one and done”
training
Sum it up for me:
Thanks – and stay in touch!
Need a way to document sales training?Check out the CFS Sales PlayBook!