| Sales training will be one of the few training and | | | | the Green Bay Packers fame only had 5 |
| development areas that will experience an | | | | offensive running plays, but his team learned how |
| increase in expenditures according to a recent | | | | to execute these plays flawlessly due to practice, |
| report. With the global market place becoming | | | | practice and more practice. |
| ever increasingly crowded, learning how to | | | | Fourth, buy in must come from everyone up and |
| increase sales and building customer loyalty | | | | down stream. When sales managers believe that |
| simultaneously is now more important than ever | | | | they do not need the sales training or when |
| before. | | | | support staff resent the time being devoted to |
| If you, your business or organization is seeking to | | | | learning are examples of how you are setting |
| expand its sales training and development, here | | | | your investment up to deliver a negative return. |
| are some key suggestions to ensure that you are | | | | Fifth, your sales training activities need to be |
| doing this education the right way meaning you | | | | interactive and should include role-playing. For |
| are getting "more bang for the buck." | | | | many role playing is quite uncomfortable, but the |
| First, begin with the end in mind. What results do | | | | opportunity to practice in a safe environment is |
| you want from the sales training specific to your | | | | necessary to immediately correct any missteps. |
| sales force? By taking this approach, you can | | | | Sixth, feedback is also required, but should be |
| quickly determine the return on investment for | | | | countered balance with positive remarks. For |
| your efforts. | | | | every constructive remark (critical), there should |
| Second, construct the learning experience to not | | | | be at least 3 positive remarks. This way the |
| only focus on skills and knowledge, but on | | | | participants recognize what they do right rather |
| attitudes and habits. Most performance failure is | | | | than everything that they may be did wrong. |
| as much if not more do to bad attitudes and | | | | Seventh, assessments should be part of sales |
| habits than a lack of knowledge and skills. Sales | | | | training. Several assessments should be used from |
| research suggests that almost half of all leads are | | | | both a subjective perspective and an objective |
| not followed up on. Sales people know that | | | | one. |
| following up on leads is critical to the goal to | | | | Finally after completing these seven key |
| increase sales. Therefore, the issue is one of | | | | suggestions, the sales training needs to be |
| attitudes (beliefs) and habits than deficiency in | | | | evaluated at Kirkpatrick's fourth level of |
| sales skills training. | | | | evaluations. By pre-determining the desired results |
| Third, construct the learning experience with | | | | helps to align the actual outcomes of the sales |
| opportunities for practice both in the classroom | | | | training to the organization's desired end results. |
| (safe environment) and outside the classroom. | | | | These 8 keys can help you unlock your sales |
| Remember, you learned 10x10 equals 100 through | | | | training and development programs so that you |
| practice and repetition. Coach Vince Lombardi of | | | | do realize more bang for the buck. |