Results Driven

People, Business Strategy: Sales and Negotiation Training

Sales Training

Sales Training: Would you take your children out of school?

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The other day, a decision-maker at a company asked me:

“But why should I train my salespeople every year?”

The question I posed to him by way of response was:

“Would you take your children out of school?”

Seeing that he was looking at me suspiciously, I explained.

There are two ways to lead a sales team.

One is to let go, guide things, and control their work. For example, seeing the number of proposals and meetings they make, how many deals they do, etc…

Another is to try to have a concrete plan of evolution for each person on the team to have more consistent commercial results.

“But isn’t that a lot of work?” you may be thinking.

Of course, it is, but in our opinion, it is the … [ Read the rest » ] “Sales Training: Would you take your children out of school?”

Consultative Selling: Are your customers like onions?

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One of the things that I find most confusing in sales is that we sometimes take it too lightly.

This phenomenon often occurs when salespeople already have a lot of experience and go into what we call “Autopilot.”

This phenomenon appears when salespeople start to feel comfortable with selling. The steps that they used to do are now ignored. This happens because they assume they already know everything there is to know and will not find anything new.

This kind of attitude is the beginning of a transformation of a good salesperson that until now excelled, into an average salesperson who doesn’t leave his or her comfort zone.

When we work with commercial teams in the field, we try to verify their commercial process with two objectives.

The first is … [ Read the rest » ] “Consultative Selling: Are your customers like onions?”

Has COVID-19 changed the way we do Sales Training?

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The COVID-19 virus and its devastating effects on society have changed how we view many things, including our approach to sales training.

Many corporations that once offered comprehensive in-house training programs now provide only a minimal level of basic instruction for new hires.

Additionally, companies are asking their employees to take responsibility for educating themselves with online courses and videos. This is not an ideal situation because it leaves many individuals unprepared for the challenges they will face as a result of the pandemic.

As the world continues to change, so does sales training.

The importance of it has changed as well. In this time of uncertainty and distrust, businesses need to be cautious when investing in new marketing strategies that may not work. It is important for companies to … [ Read the rest » ] “Has COVID-19 changed the way we do Sales Training?”