Depending on the size of your team there will be a number of different types within your overall team, and it is highly likely that the majority of your sales team will not be made up of ‘Star Performers’,
They probably look something like this:
So it is important do everything you can to develop your team and create more ‘Star Performers’. Often when a sales training initiative is being considered, reasons for NOT training certain groups are identified, some examples are listed below:
Possible Reasons not to train:
However, it is not a good idea to exclude these groups from sales training events here are some reasons why:
Location, Location, Location, most people understand the significance of this in the property market so why not adopt a Training, Training, Training mentality when considering the ongoing development of your sales team?
The more you train your salespeople, the better they will become. They will be able to adapt their selling style to accommodate different types of buyer. They will be equipped to ask better quality questions and by listening to the answers create more proposals that meet the requirements of your customers. They will be more motivated to make important changes to their everyday routines. They will make more of an effort to differentiate themselves from your competitors’ sales people. The potential benefits are endless.
In order to realise these benefits there are three key elements that need to be in place:
Pre training Communication:
The more a sales person understands why they are being asked to attend a training event, and more importantly what’s in it for them, the more they can link the corporate benefits to what impact it will have of their personal motivators the more they will want to participate.
The Training Event:
These people are used to being out and about. Make sure the event is interesting, relevant and participative. They will all know what it is like to fight to stay awake as a trainer waffles on for hours demonstrating their new Power Point skills! The more involved they are the more likely they are to discover how new ideas could impact their results.
From action planning to coaching, there are many ways to follow up the training itself. In order to achieve the maximum return on investment you will need to decide how you are going to measure the results. Remember -You can’t manage what you don’t measure!