The goal of sustainable employee development and growth, especially with sales, is a challenge in every company. The reason is more complicated than having the best employees and hiring the best training companies or having an internal training academy.
Almost every one of your employees has the potential to be solid sales professionals. A motivated sales team with a few high performers operating at or above expectations will propel a company to the top of the rankings and out-sell the competition.
So why do so many executives feel like they are not getting the long-term results they are looking for given the time and money spent on sales training?
ES Research Group, Inc. also found that there are seven reasons sales training fails to produce long-term results:
1. Misunderstanding Your Customers’ Underlying Needs
2. Letting Selling Gaps Go Unnoticed
3. Selecting the Wrong Training Company
4. Inadequate (or Absent) Underlying Sales Methodology
5. Inadequate Supporting Systems
6. Ineffective Coaching/Lack of Reinforcement
7. No Measurement System
The common themes represented in these seven examples center on the policies, procedures, and culture that are in place within a sales organization. When these are implemented effectively, a front-line sales manager can have significant impact on the motivation and continuous improvement of sales professionals. Front-line sales managers are the key. High performing organizations recognize that in sales a different support network for the all-important revenue generators is needed. They recognize that in sales, success comes down to professionals who are improving skill sets in both the Art of Sales and the Science of Sales. Sales Professionals are like athletes. They fight every day to win against the competition. Great athletes have great coaches who guide and lead them to success. Coaches observe an athlete in action, analyze their performance, and keep the athlete on a path of improved performance.
If you are not seeing the long-term impact of sales training, could the reason be in the support network of the sales professionals after the training takes place? VisioneersPartner assists you in developing a culture of Performance Management; Leadership, Coaching, and Development; and the policies and procedures needed within your organization. We help you give your sales professionals the guidance they need to be great.
Success starts with a commitment from the CEO, who must stand firmly behind implementing this culture throughout the organization. With the CEO’s blessing, sales management and human resources work together to put in place the policies and procedures to formalize ongoing development. Front-line sales managers do the heavy lifting as they make the shift from manager to coach. Coaching and re-enforcing the sales methodologies, connecting support systems, and measuring the qualitative performance of their sales professionals with pro-active leadership will motivate your team and lead to improved performance, which leads to improved profits.
The positive results will spread throughout your organization:
• Your sales professionals re-enforce the skills they learn with a coach to help them focus their efforts.
• Your front-line sales managers will develop closer and more trusting relationships with their sales professionals; eventually gaining time as the sales professional becomes more motivated and confident.
• Your human resources team will benefit with employees who are appropriately challenged and motivated, who see a bigger role for themselves, and who are less likely to leave the organization, reducing employee turnover.
What would it mean financially if you can reduce turnover by just one sales person?
Your benefits don’t stop there. According to a study by DDI of 2,705 corporate buyers in six countries including England, France and Germany, 46% said they are more loyal to their sales professional than to the product or company. One out of two said they would switch products if their sales person changed companies.
Protect your customers by motivating and satisfying your sales team with ongoing and sustainable coaching and training provided by VisioneersPartner.
Contact us to learn more – VisioneersPartner.com