So what's wrong with good old training?
Well, there's nothing actually wrong with training in of itself. It's what your staff do with it that counts. When you think about it, the training is worth nothing if your staff don't use it to get results. And that's what you need - action and results!
Lets imagine that a person goes to a specialist doctor with a bad back. After the examination the doctor says that he thinks that they should do 20 minutes of exercises every day. The patient complains and says that they want some painkillers. The doctor repeats his advice but the patient is adamant. After a small negotiation the doctor prescribes some painkillers but says "remember to do your exercises". Three months later when the patient returns to the doctor with an even worse back and he admits that he never did the exercises whose fault is it?
You need to find ways of working with your teams to get phenomenal results not to prescribe pills. Anyone can pop pills!
OK! So how do I do this?
In working with many leading organisations I've found that most sales training is too complicated for many sales staff to assimilate and use on a day to day basis. You need to start by implementing simple, repeatable, manageable processes and techniques. We all know that for a successful business common sense must be common practise. You need to focus on simple things that will have an immediate impact on the ability of your staff to win new Business now. Just imagine your team reaching new clients, pitching new decision-makers and having more success utilising strong opening statements, getting past gatekeepers, handling objections and building effortless rapport!
Some studies show that 83% of sales are made because people like each other! When your sales teams hit the phones with the right attitudes, the necessary core skills and the ability to build rapport they will rapidly get results. This first contact with new clients not only defines your company but also dictates how seriously you will be taken. How many times have you seen your staff get passed down the line by a client to later be told that the decision-maker was actually the first person they spoke with? As you know, this is usually because the sales person wasn't taken seriously enough in the first place. With these core strategies under their belts this will become a thing of the past.
But that's not enough! You'll have to put systems and strategies in place to get your sales team to do these things on a daily basis. I would call doing what you know works - professionalism. Unfortunately however, sales people spend a lot of time talking about professionalism but very little actually delivering it. If you had an administration person in your company but they refused to file alphabetically you'd pretty quickly remove them from the payroll! But with sales people we let them go on for years and years doing everything wrong whilst they make the excuse of being an individual or having charisma! You must not let this happen in your Business. Ironically, as you implement these structures and they start to take effect the morale in your teams will rise as staff realise that they are doing something worthwhile.
Moral: sometimes you need to make the decisions as the sales leader!
How would it feel to be able to open new accounts, even in a difficult market?
Cold calling and winning new business is essential to any sales organisation. If you're not growing, you're shrinking. There is no such thing as a static sales business! You really have to develop, support and coach more new business winners if you're serious about your Business.
But how can I make a measurable difference?
Simple! Keep things simple and measurable. Design them to be supported by you or your managers in less than 10 minute
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