Chief Training Officer

Why You Need to Become the

of Your Sales Team

Frontline Sales Managers can benefit from adopting the Chief Sales Training Officer mindset towards their sales team

Identifying the training plan for their team

Working with others to

ensure the training is

conducted to achieve results

Better training equals better performance and better sales results

ACCORDING TO CSO INSIGHTS

Outcome of Forecast Deals as Related to Sales Skills Training Program Ratings

Sales Skills Training:Needs Improvement

Sales Skills Training:Meets Expectations

Sales Skills Training:Exceeds Expectations

% of Deals Won 40.5% 48% 52.6%

% of Deals Lost 34.5% 28.9% 25.6%

% of Deals No Decision 26.8% 25% 23.5%

Source: Sales Readiness Group, CSO Insights Report 2015

Develop and reinforce critical selling skills outside the classroom

Ask questions

Listen actively

Present value

Handle objections

Gain commitment

Frontline Sales Managers need to get creativein developing activities

8 LOW COST IDEAS to complement training

Role Playing

Team Meeting Exercises

Mock Presentations

Video Rehearsal

2

3

4

1 Book Club

Sales Blog Review

Podcasts

Guest Speakers

6

7

8

5

Role Playing1

Role play exercises can be the most valuable part of training

Pick a scenario such as responding to criticism or gaining commitment, and play it out at the next sales meeting

Team Meeting Exercises2

Use exercises from past training to generate discussion and debate within your team…

…to increase engagement and interaction in meetings

Mock Presentations3

Alternate Sales Reps to give monthly five to ten minute client solution presentations to the team

If they can’t do this in front of their peers, how well are they representing your company in front of a challenging client?

Video Rehearsal4

Many technologies these days support

recording and sharing video role playing

Send out a scenario to your team

Ask each team member to record their response and send it back to you

Book Club5

Assign a chapter of topical

sales training books to read

each month

Have the team report on specific discussion points

Review Sales Blogs6

Find great blogs to follow and

share them with the team

Ask specific questions about the content to encourage their engagement

Podcasts7

Find great podcastson sales related topics and share them with your team

Many of these are free and can be a great resource

Guest Speakers8

Bringing in expertise outside your team

either external or internal

to the business…

…can reinvigorate team meetings and provide new ideas and insights

These 8 methods complement sales training programs and further develop team skills and performance.

Learn How to Motivate Your Team for Training Success & More!

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BY Ray Makela.

@RayAMakela