Sales Training Drivers

On-Demand Conference on Developing High Performing Sales Teams Now Available

What do Forrester Research, IBM and ADP have in common? Their sales training leaders and other experts from 10 top-performing companies are sharing their insight and knowledge with you at our online-only conference this week.

We kicked off the event yesterday afternoon with a live keynote presentation from Howard Stevens of HR Chally. In his presentation, titled “Processes of World-Class Sales Teams: Critical Steps to Improve Your Sales Results,” Stevens shared with us his thoughts on how sales team managers can be more efficient and data-driven in order to operate at a c-suite level and save their teams and budgets in today’s economy. “Today, the c-suite wants strategic partners,” Stevens said. “Sales team managers need to focus on the metrics and provide accurate inventories of talent available versus talent needed. They must also develop concrete plans to close the gaps.”

Break Down the Barriers to Building Relationships!

It’s easy for clients to think of salespeople as the product they’re selling. And, it’s just as simple for a salesperson to look at clients as the products they’ll buy. The problem with dealing with people this way is that in this equation, each of you is interchangeable. The very moment that either of you believes there could be a better deal elsewhere is the very moment when a potential sale is lost.

So if you want to be unique (and therefore specific to the equation), it’s imperative that you build a relationship with your clients. And what’s the first step to building a relationship? Breaking down the barriers that separate the two of you!

Great Training = Great Employees!

Great Training takes practice and knowledge of human performance improvement principles. Your job is to evoke a knowledge transfer that makes an impact to specific business results that are measurable and defined.  But, not everyone listens to you. (Surprise!)

Here are some solid, human performance principles that you can incorporate into your training regardless of your curriculum that will encourage and motivate anyone. 

Learn to be a Problem Solving Expert!

Solving Problems

According to the World Class Selling book “New Sales Competencies”, Solving Problems involves “Creatively bringing new or alternative perspectives forward to overcome difficulty or uncertainty.”

How do we make it easier for you to manage solving problems? Let’s break it down to a manageable effective action.

Sales Closing: NO PAIN. NO CHANGE.

Sales Closing: NO PAIN. NO CHANGE.

Decision Makers know why you are there. You are asking them for time, or money in the form of “solving their problem”. Buyers are conditioned to automatically resist you as you “ask for the sale”. There is intense pressure to “make a decision”.  The ONLY way buyers will buy from you is if they have verbalized their painful problem to you, and have acknowledged that your solution will help them regardless of the money or time it takes to get it solved.  Buyers buy because you have made them verbalize their PAIN. They will do anything to avoid it!