If there was a better and faster way to achieve sales results, you would want to know about it, wouldn’t you?
So, you’ve invested more money in sales training recently and still only see marginal improvement, or maybe even no discernable changes whatsoever. New sales hires come through the onboarding program, but somehow the majority wash out or turnover within the first six months. This has always been a very dangerous and expensive game to play.
There has to be a better way.
Within the past 18 months, your strategy might have been to refocus the training initiatives around remote or virtual selling. As outside sellers became inside sellers, the transition should have been easy enough. I mean really, all we had to do was give them some quick lessons on how to engage, and follow the sales process during a virtual sales call, not unlike what they did when they were visiting customers and meeting new prospects in person. Simple stuff, right?
There must be a more productive approach.
Well, if our new hire onboarding program isn’t accelerating sales success, and our approach to retraining our existing sales force the nuances of selling virtually hasn’t yielded the results we are looking for yet, surely the answer can be found in technology. Let’s evaluate our tech stack, invest in the newest, latest, and greatest apps and tools that will help us transform maybe even automate the way we sell while taking some pressure of the sales organization.
There has to be an app for this.
Not sure if this idea will work for you or your team, but if you will give this blog just a little bit longer of a read, this may just be something that you can tap into to achieve the results you have been striving for. Even if you are already exceeding your numbers, you may want to consider the following recommendation to ensure future success as well.
If there was a better and faster way to achieve sales results, you would want to know about it, wouldn’t you? The answer is yes, I’ll help you with the tough ones.
We build better businesses when we build better people. We build better sales organizations by building better salespeople. So instead of taking an extremely bright college graduate and destroying what otherwise would have been a bright and stellar sales career by introducing them to a sales process that won’t make much sense immediately, make the investment in the person first to make sure they are prepared for adversity, rejection, objections, change, and pressure of working towards quota attainment. Instead of trying to teach even your most seasoned and successful salespeople how to sell remotely or virtually, try equipping them mentally and emotionally with ways to handle the changing sales landscape.
They have the relationships. They know the products, services, and solutions better than anyone. But a change has happened, being tech-savvy and data-driven are now vital to sales success. If this is new to them, shoving it down their throat is not the answer. And I am not talking about coddling them either. What I am recommending is finding the best personal and professional development program that you can that will prepare the new hire, the seasoned professional, and everyone in between work in the most productive mindset possible.
This is your game changer that the competition will miss as they continue cycling through sales process training first.
Now you may be thinking that no one ever did this for you. No, you had to learn the hard way. You cold-called your way through your early career and have the bloody noses, worn out soles on your shoes, and the bumps and bruises that came with going through the sales school of hard knocks. If you could do it, today’s salespeople can and should do it too.
“What got you here won’t get you there.”– Marshall Goldsmith
If a performance development change is needed in your sales organization, you can try researching sales training providers, or maybe call one of them that you had worked with in the past to deliver some sales process training. Or, you could take the time to write a lengthy RFP, invite training providers to participate, assemble a committee to review the responses, invite three or four companies to present their content and facilitators, short list that down to two companies, invite your team back together to select the winner, negotiate and execute the agreement, and then after several months have passed, and the team that needed the most training has turned over again, you can deliver a program that is no longer relevant, if it was ever even really relevant at all.
Or… you could choose the best sales development program that is not really classified as a “sales training” program at all. You could choose to work with a partner to implement a program that has the potential to develop everyone in your organization, and I mean everyone from leadership on down the line. It should be a program that focuses on the people, the most important asset within your company. The content should focus on:
- Building a Healthy Self Image
- Developing and Maintaining a Positive Attitude
- How to Build Winning Relationships at Home and at Work
- Goal Setting and Achievement (Perhaps you can call this Quota Setting and Achievement)
- Creating an Atmosphere and Culture of Hope
Hope? Did he just say hope? Hope is not a strategy. You almost had me, right up until that last bullet point. I mean hope, really?
Yes, hope, I said it for real. Every single person in your organization has hope for something, good family relations, friends, a good social life, to earn a solid income, to be reasonably prosperous, a healthy and happy retirement, happy and healthy children and grandchildren, to go on vacation, to become debt free, etc., you get the point. And yes, everything here requires a strategy too, but when hope is born, potential becomes limitless, dreams can become realities, and sales quotas are crushed.
“Hope is the foundational quality of all change, and encouragement is the fuel which keeps hope alive.”– Zig Ziglar
Hope fuels passion, passion drives purpose, purpose ignites performance, and inspired performance leads to results. We all have hope, and we all want results. It’s really that simple. If you want to build a better team, a better business, a better school, a better community, a better home, work on building the people and watch as the results you achieve are far greater than you have ever imagined possible.
“Play ball!” As Major League Baseball celebrates another opening day this week, there will be 15 ceremonial first pitches and 15 official first pitches. Whether we are baseball fans or not, we all understand what the first pitch is and how we typically see a celebrity or local hero invited to throw that first ceremonial baseball before the game gets underway.
The pitcher of the home team will have the responsibility of throwing the first pitch to officially start the game. They have worked hard in the offseason and spring training. And they have studied their opponent’s lineup, coming up with a game plan with their coaches and catcher to determine which pitch to throw to each batter and in each situation.
However, the first thing they must do is get that first pitch in play as adrenaline and anxiousness compete for the athlete’s mindset and physicality.
Odds are strongly in the pitcher’s favor that the first pitch of the season will not be a home run. Their primary goal is to toss a strike or put the ball in play for an easy out. Early confidence builders are always helpful in any sport, and in anything we are doing in life.