In today’s competitive marketplace, sales reps need a better way to connect and engage with buyers. With growing sales teams, high employee turnover rates, and expensive, often ineffective onboarding programs, how do you ensure you’re preparing sales reps to lead differentiating and engaging sales conversations that drive positive sales outcomes?
How do you ensure your sellers are able to make the transition from static sales pitch to interactive sales conversation? Equip them with the resources and knowledge they need to be “sales ready” for every interaction. Here’s how:
The words “sales training” elicit thoughts of sitting in a windowless room filled with new hires for a day-long lecture on boring basics (it’s not Thursday, but #tbt to overhead projectors). This antiquated technique merely checks a box for organizations to claim they’ve “trained” their sellers before sending them out into the field, but it misses the mark on many levels.
Enter sales readiness.
The shift from sales training to sales readiness is inevitable for one reason: standard sales training just isn’t working. Have you ever heard the quote, “You practice how you play”? A low stimulus training environment results in low rep performance and poor company outcomes. Retaining information is more successful with repetition, focusing on small sections of knowledge or content at a time and changing up the approach or format.
Standard sales training falls short when it takes place during the sales onboarding process and stops altogether once a rep is considered “ramped up”. Product training that occurs only during onboarding is ineffective because of the frequency with which products and offerings change. The most successful sellers look for opportunities to continuously enhance their skill set and keep their minds sharp.
To improve sales effectiveness and drive growth for your organization, contact Mediafly to get started.
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