| Sales training and sales mindset can combine to | | | | confidence and motivation are what I refer to as |
| be powerful allies in sales success. | | | | "below the line" subjects, collectively referred to |
| Picture the announcer in the middle of the ring | | | | as mindset. Sales mindset development is a |
| broadcasting - "In this corner, wearing the red | | | | specialized area critical for success. |
| shorts we have the challenger, weighing 217 | | | | Sales mindset has evolved from cognitive |
| pounds, winner of this year's collegiate | | | | behavioral psychology. It suggests what we are |
| championship, introducing Sales Mindset. Defending | | | | thinking about today will determine our reality |
| the long-standing domination of this event, winner | | | | tomorrow. Research has found that successful |
| of 35 title bouts, defending heavyweight | | | | sales people are more likely to engage in |
| champion, weighing 224 pounds, in the black | | | | constructive thinking while unsuccessful sales |
| shorts, please welcome Sales Training." | | | | people are prone to think in counter-productive |
| Can you imagine two heavy weights like Sales | | | | ways. The best sales people are effective |
| Training and Sales Mindset squaring off in the ring? | | | | thinkers. They think in a way that helps them |
| It might be one exciting sparing match. Both are | | | | perform at an optimal level. |
| critical to ensuring sales professionals get to, and | | | | So will the red shorts or the black shorts win? In |
| remain at the top of their game. Which is most | | | | the perfect world, our match would end a draw. |
| important? | | | | Let us assume the recruitment and selection |
| Sales training is a very broad category that | | | | process has filtered for sales competencies. The |
| includes everything from sales process, product | | | | learning and development teams today are right |
| knowledge, dealing with objections, open and | | | | to begin with sales training. The reps need to |
| closing skills, prospecting, territory management, | | | | understand the company's sales process, the |
| listening skills, networking, presentation skills, and | | | | products, and acquire the requisite selling skills. |
| funnel administration, to name some of the | | | | Once the sales training is covered, the rep has |
| assorted topics. This is not a short list. The sales | | | | had an opportunity to practice and become |
| rep would ignore any of these items at his or her | | | | proficient. At this point, it is appropriate to turn |
| peril. Many would be correct to think sales training | | | | development efforts to understanding and |
| would rank right up there, perhaps being the | | | | leveraging sales mindset. Leaning how to become |
| hands-on bet if you were to wager who would | | | | an effective thinker and align ones thinking with |
| win the match. | | | | the thinking of top performing sales professionals |
| Sales training provides knowledge around specific | | | | can lead to new levels of sales success. |
| topic areas a sales rep needs to be proficient at | | | | Professional athletes and sports teams have long |
| their job. There is no point going out to sell, not | | | | understood and valued the concept of leveraging |
| knowing your product, the process to book the | | | | mindset. In any competitive environment, it can |
| sale, how to deal with client concerns, or where | | | | be a challenge to stay optimistic, focused, |
| you should be going to find a prospect. Most | | | | motivated and productive day in and day out. |
| companies invest heavily in sales training, especially | | | | Once they have mastered the skills of their sport, |
| with new sales representatives. They can't afford | | | | they continue to practice and practice. They |
| to despatch the company's ambassadors poorly | | | | complement their physical activity with their |
| equipped. It is in their best interest to train them | | | | mental activity to reach new heights. The same |
| well. | | | | holds true for sales professionals. |
| Sales mindset is perhaps lesser known, less | | | | In summary, there really isn't a winner or a loser |
| discussed, and a less visible contender. In fact, | | | | here. It is more a question of sequencing. It is |
| many sales forces don't pay much attention to | | | | safe to suggest the new sales representative |
| the psychology of selling. Some sales leadership | | | | begin with sales training, and once the basic |
| survived their selling careers being told, "Activity is | | | | activities and competencies are mastered, they |
| everything", and when the activity wasn't there, | | | | move onto developing their sales mindset. |
| the sales manager reached for a bigger stick. | | | | Sales training and sales mindset can combine to |
| Times have changed. Today we have a much | | | | be powerful allies in sales success. |
| better understand of the sales psyche. Focus, | | | | |