As a sales pro, have you ever sat through a training program and felt like you didn’t learn anything? I’ve been there! In the past, I’ve been in training sessions where the entire sales team was in a boardroom-style setting for two to three days in a row, being lectured to by an instructor who went through the information point after point after point.
Without the right training and reinforcement, your sales team is simply letting money wash down the drain. Why? Because sales professionals lose 50% of what they’ve learned in just five weeks. This stat might be hard to swallow, but it’s the reality that sales teams have come to accept and it needs to be addressed.
What are the top companies doing to effectively implement a social selling program?
If you’re not considering objections, considering the right sales team and shifting behaviour, you’re missing out on what you need to drive revenue with your social selling program.
Are you bringing your A-game to your customer conversations? Without the right support, coaching and reinforcement, sales professionals may find it difficult to hit their targets.
To turn your core performers into top performers, training with proper reinforcement is critical for success. In fact, without on-the-job reinforcement, sales professionals lose 87% of training insights within one month. When training and coaching is combined, there is an 88% improvement on impact.
Check out this infographic by CEB about the right game plan for a game-winning sales strategy.
When it comes to sales training, a concern that sales professionals cite routinely is the timeliness, relevance and context of what they learn. This is a fair assessment of the industry in my opinion as many training programs haven’t changed curriculum for years. The changes that have occurred are minor and don’t do justice by the learner from a context perspective.
Attention sales professionals, which one of you enjoys putting accurate and timely data into your CRM? Most likely just a minority of you all because 53.85% of sales forces have the challenge of inputting inaccurate pipeline data into their CRMs. Another challenge sales professionals face is the need for more training and better training options to help with their development. Is your organization providing the right training options for your team?
No matter what sales methodology has been adopted by your organization, Social Selling can be easily integrated. Thanks to Xerox in 1967, and David Sandler in 1968, millions of sales professionals over the last 50 years have learned a structured sales process.
There have been multiple variations on how to approach a buyer, but in the last five years the buyer has evolved so dramatically, that it has left sales organizations scrambling! According to Forrester Research, 74% of today’s B2B buyers conduct more than half of their research online before making a purchase. The answer to this is Social Selling.
There’s a misconception that social and digital selling is ideal for the millennial. After all, they already use social media in their personal lives and are technology savvy. They’re also more pliable and adaptable to change. But being born with the ability to send text messages and tweets doesn’t mean that you’re an effective seller.
There’s a huge problem that I’ve noticed time and time again with most sales kickoffs.
At these events, the sales leadership and sales enablement teams are spending two to three days on company product training. This means that the majority of time is spent diving deep into the minute details of your own products and services. Now you may be thinking that this is a positive thing, and may be wondering what’s wrong with this picture?
Training that is up to date, continuous and addresses your sales team’s challenges gives you a competitive advantage. The benefits have been proven. When sales training is done right, it accelerates revenue and provides 50% higher net sales per employee.
Sales for Life was founded with one goal – to become the most trusted sales resource for its customers. During our journey, we’ve had the privilege of serving thousands of sales professionals and leaders around the world, from start-ups to Fortune 50 corporations.
