A Comprehensive Sales Program Involves More than Just Sales Training
1. Are your people right for development?
Does it really matter how many tools I give your team if they don’t want to use them? Let’s imagine the world’s most capable baseball team. They’re in shape, they’re fast, they win 70% of the time. With the
2. Do you have the right Process in place to support Sales training?
I would love to tell you that I wake up every day, throw on my superhero cape, play my theme song, get in my invisible jet, and save sales teams all day from utter doom. But the reality is I can’t do it on my own. If you as a CEO are not coachable, convicted, and committed to fixing the problem then the problem doesn’t get fixed. It takes a village to train a sales team. Change starts at the top. Refer to the previously mentioned baseball team. If no one enforces the expectation that
3. Have you clearly defined the strategy that you want your team to execute in sales?
There are a lot of ways to define a strategy. Do you need to acquire more new business? Do you need to grow
Skillsets are important. The list of skills we help develop is long. Let’s say you work with us to determine if you have the right team for training, you have the right structure in place to support training, and you have a strategy to train to – the last piece is to determine ...
4. What skills need to be developed within your sales force?
Are your people closing? Sometimes we hear that teams are closing, but they’re only getting in front of a small percentage of people, and they need help learning how to get in front of more people. Or sometimes we hear they’re getting in front of tons of people, but none of them are the right people, who can make decisions. Here’s another one: we get a lot of meetings that never go anywhere. Or, I feel like my people are order takers and not consultants. Sometimes, teams are lowering price instead of building value and profit is dwindling just to close a sale. Or, when we engage with some teams early on we find they have a hard time expressing what makes them different from their competition, and they’re being commoditized. Believe it or not, often times sales teams are uncomfortable asking their prospects about money or navigating a budget conversation. Or they are comfortable enough to do it but aren’t having effective conversations. Combined, a lack of specific and necessary skill sets can lengthen a sales cycle. On top of not closing enough sales in general, it’s taking many sales teams way too long to lose.
As you go forward in evaluating professional development for your sales team, make sure you’re looking at the whole picture. Skills training is important but if you’re missing elements of having the right team, the right structure, or the right strategy, it will do little to grow your business. Focusing on the four important areas above is hard work that starts at the top of the organization and will eventually require all hands on deck. But in the end, you, your business, your clients, and your team will be better for it.