| Are you rethinking your sales training? Or maybe | | | | that the newly acquired knowledge is too much |
| you are now thinking of hiring a business coach or | | | | and does not allow time for practice. By |
| sales trainer to hone the skills of your sales | | | | scheduling the sales training in shorter segments |
| force? Maybe, these 7 tips may help you make | | | | such as 2 hours over 10 weekly sessions |
| that sales training far more effective. | | | | increases long term cognitive retention and |
| | | | provides incredible opportunities for feedback and |
| 1. Define the desired results: What are the results | | | | practice. |
| that you want the sales training to deliver? When | | | | 6. Use Audio for Learning Reinforcement: By |
| you can define the results, you can better tailor | | | | having the material recorded into compact discs |
| the sales training to achieve those results. | | | | allows the learners to rehear something numerous |
| Additionally, asking this question separates the real | | | | times. Educational research also suggests that we |
| problems from the false problems or symptoms. | | | | need numerous exposure to a learning event. |
| 2. Define the behaviors: What behaviors do you | | | | Example is we all know almost without thinking |
| want to see specific to selling skills? The more | | | | 10x10 equals 100. However, we cannot answer as |
| you can be specific about the behaviors you can | | | | quickly or correctly what 25x24 is. Spaced |
| better objective judgments about the | | | | repetition or rote memorization is what allow us |
| effectiveness of the sales training. | | | | to go from conscious knowing to unconscious |
| 3. Focus on Attitudes, Habits and Underlying | | | | knowing. |
| Beliefs: Change does not come easy. Most sales | | | | 7. Teach a Proven Goal Setting & |
| training is about knowledge and how to improve | | | | Achievement Process: Selling is all getting more |
| selling skills. Yet, most performance failure is much | | | | sales. Unfortunately, most individuals have never |
| more about bad attitudes and habits. Remember, | | | | been taught how to set and achieve their goals. |
| learning is the acquisition of knowledge; | | | | So would it not make sense to make sure that |
| performance is the application of knowledge. | | | | everyone shares the same goal setting process |
| 4. Develop Self Leadership Skills: Effective sales | | | | within your sales training and sales force? |
| training infused strong interpersonal skills or people | | | | Are these the only effective tips to improve sales |
| skills. People buy from people especially if the | | | | training? Absolutely not, but they are near the top |
| organization is embracing relationship selling. | | | | of the actions that you need to take to make |
| 5. Schedule Sessions To Reinforce Performance: | | | | your sales training effective and more importantly |
| Educational research supports that a one time | | | | that it delivers a sustainable return on investment |
| exposure to a learning event results in 2% | | | | (ROI). |
| cognitive retention after 16 days. The problem is | | | | |