why you need to become the chief training officer of your sales team
TRANSCRIPT
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Chief Training Officer
Why You Need to Become the
of Your Sales Team
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Frontline Sales Managers can benefit from adopting the Chief Sales Training Officer mindset towards their sales team
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Identifying the training plan for their team
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Working with others to
ensure the training is
conducted to achieve results
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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
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Develop and reinforce critical selling skills outside the classroom
Ask questions
Listen actively
Present value
Handle objections
Gain commitment
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Frontline Sales Managers need to get creativein developing activities
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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
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Role Playing1
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Role play exercises can be the most valuable part of training
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Pick a scenario such as responding to criticism or gaining commitment, and play it out at the next sales meeting
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Team Meeting Exercises2
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Use exercises from past training to generate discussion and debate within your team…
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…to increase engagement and interaction in meetings
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Mock Presentations3
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Alternate Sales Reps to give monthly five to ten minute client solution presentations to the team
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If they can’t do this in front of their peers, how well are they representing your company in front of a challenging client?
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Video Rehearsal4
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Many technologies these days support
recording and sharing video role playing
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Send out a scenario to your team
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Ask each team member to record their response and send it back to you
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Book Club5
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Assign a chapter of topical
sales training books to read
each month
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Have the team report on specific discussion points
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Review Sales Blogs6
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Find great blogs to follow and
share them with the team
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Ask specific questions about the content to encourage their engagement
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Podcasts7
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Find great podcastson sales related topics and share them with your team
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Many of these are free and can be a great resource
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Guest Speakers8
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Bringing in expertise outside your team
either external or internal
to the business…
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…can reinvigorate team meetings and provide new ideas and insights
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These 8 methods complement sales training programs and further develop team skills and performance.
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