| Besides getting a higher level of training and | | | | come up along the way to a successful close. To |
| programs, one of the reasons I usually | | | | put it another way, they've seen it and done it |
| recommend companies bring in some sort of | | | | hundreds of times, and can show the rest of |
| outside sales trainer is the same reason so many | | | | your sales team the most efficient way forward. |
| professional sports teams hire and fire coaches so | | | | Usually, getting your best salespeople to help is |
| often: sometimes people just respond better to a | | | | going to be fairly easy. Other than income, one |
| different voice. As great as you or your sales | | | | thing that superstars tend to crave is recognition, |
| managers may be, it just makes sense to add a | | | | and giving them the chance to design a training |
| new perspective to the mix once in a while. | | | | program offers just that. The only exception |
| Those voices don't always have to come from | | | | would be if your sales staff is in direct |
| outside your organization, however. Executives, | | | | competition with one another; few professionals |
| managers from other departments, and other | | | | are going to be willing to train another person to |
| staff can always pitch in and add insight from | | | | take their income away. |
| their point of view. Or, if you really want to be | | | | Once you've gotten them to agree to help, have |
| sure your salespeople are getting the best advice, | | | | your best salespeople put together a short |
| try to design programs using the sales superstars | | | | program. It doesn't have to be intensive, or |
| within your own department. | | | | professionally done, but it should hit the high points |
| This works exceptionally well for a lot of reasons. | | | | of what they've seen work in the field. From |
| First, because your own salespeople know the job | | | | there, you can turn the training time into a |
| better than anyone else - even you and your | | | | question-and-answer session. That way, your |
| management team - they can address the issues | | | | sales superstars don't have to spend a lot of time |
| the rest of your producers are seeing on the | | | | arranging their presentations, and the rest of your |
| front lines every day. Also, your best salespeople | | | | team can focus on issues that apply more |
| carry an unmatched level of credibility with their | | | | specifically to them. |
| peers. Everyone knows their advice is useful, | | | | Having your best salespeople give presentations |
| because they see them bringing in new accounts | | | | shouldn't be a substitute for outside sales training, |
| and commission checks every day. | | | | since you'll eventually want someone with a new |
| Most importantly, they can break the process | | | | point of view or specialized skill to come in and |
| down in a step-by-step way. They know exactly | | | | teach. By giving them the floor a few times a |
| what it takes to close a new client in your | | | | year, though, you can get a quick and easy |
| industry from start to finish, including who the | | | | training exercise that speaks to exactly what |
| best clients are, which competitors are gaining the | | | | your sales staff needs to hear. |
| most ground, and what objections are likely to | | | | |