Sounds interesting - what areas should I concentrate on?
To explode the desires and abilities of your teams to win new Business you need to focus on several core areas and you need to allocate between 3 to 6 months to ensure that the core strategies, attitudes and skills that you are looking to change become habitual behaviours.
1) Focus on the individual
You need to concentrate on helping your sales people to understand themselves better and why they are in a sales role. What's important to them about their work? What do they want to achieve? Why do they want to achieve this? What will happen if they achieve it? What will happen if they don't? What importance does winning new Business play in the achievement of those goals?
Begin to identify areas where they can gain quick wins. Working mostly on their own and with your support you are looking to open their minds to a new way of thinking. Why not create a questionnaire or an audit of where they are now? What about creating a coaching form or process? This need only take a few minutes per team member per day.
2) Training on key attitudes and skills
Decide what the key attitudes and skills are that your team needs to be successful in winning new Business. Create a simple, repeatable training programme and bring the delegates up to speed as fast as possible. Learning is associated with professionalism in the minds of many sales people and when you are looking to change beliefs, attitudes and skills you cannot skimp on this crucial part.
Start your training right now. You don't need to be a great trainer or an expert to do this. You can always call an expert (like me) later on! For the moment, what you're trying to do is help your team to feel valued, focus on what's important to them and improve fundamental areas of the sales process.
Training Tip 1: Before you even start training you need to get your staff to view training in the most productive light. There will be some who think that they don't need it, or that they're above it or that it's a waste of time! If you don't change this before you start then the results will be unpredictable. Try telling a story about peak performers and how training is important to their success. Get your staff to do a brainstorming exercise on why it's essential for them. Make sure that you ask them what their outcomes are prior to every training session.
Training Tip 2: When doing sales training you will find that there are many conflicting sources with one trainer saying one thing and another saying another. Try to stick to simple repeatable structures and processes and one or two methodologies that work together.
3) Personal responsibility
It is impossible to force individuals to change and doing so would only create resistance. That said, once you have the "buy-in" of the team you need to empower them to take control of the development programme for themselves. Creating a personal action plan for the duration of the programme helps to consolidate their thoughts, hones their personal skills and enforces the key attitudes and behaviours necessary for success.
Your company may well have such action plans for use in the Business that you can use and I'm sure that they will be well thought out and structured. It's worth noting however that in my experience it's usually more effective for the sales coach to develop their own coaching and action plans because they will be totally focused on your teams and your style of coaching.
4) Reinforcement
One of the questions that gets asked by managers and purchasers for companies is, "What return on investment will I get for my training?" I've seen many convoluted answers from training and development companies however the honest answer is, "It depends what you do when
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