Like this article? PLEASE +1 it! Evan Signature
Evan Carmichael Top Header
Share for a Cause









Unlock Sales Training and Development With These 8 Dynamic Learning & Sales Coaching Keys

Written by: Leanne Hoagland-Smith

Article Overview: Sales training will be one of the few training and development areas that will experience an increase in expenditures according to a recent report. With the global market place becoming ever increasingly crowded, learning how to increase sales and building customer loyalty simultaneously is now more important than ever before.

Free Download - How to Craft an Engaging Message That Highlights What You Do to Increase Sales By Leanne Hoagland-Smith
Name: Email:

Unlock Sales Training and Development With These 8 Dynamic Learning & Sales Coaching Keys

Sales training will be one of the few training and development areas that will experience an increase in expenditures according to a recent report. With the global market place becoming ever increasingly crowded, learning how to increase sales and building customer loyalty simultaneously is now more important than ever before.

If you business or organization is seeking to expand its sales training, here are some key suggestions to ensure that you are doing this education the right way.

First, begin with the end in mind. What results do you want from the sales training specific to your sales force? By taking this approach, you can quickly determine the return on investment for your efforts.

Second, construct the learning experience to not only focus on skills and knowledge, but on attitudes and habits. Most performance failure is as much if not more do to bad attitudes and habits than a lack of knowledge and skills. Sales research suggests that almost half of all leads are not followed up on. Sales people know that following up on leads is critical to the goal to increase sales. Therefore, the issue is one of attitudes (beliefs) and habits than deficiency in sales skills training.

Third, construct the learning experience with opportunities for practice both in the classroom (safe environment) and outside the classroom. Remember, you learned 10x10 equals 100 through practice and repetition. Coach Vince Lombardi of the Greenbay Packers fame only had 5 offensive running plays, but his team learned how to execute these plays flawlessly due to practice, practice and more practice.

Fourth, buy in must come from everyone up and down stream. When sales managers believe that they do not need the sales training or when support staff resent the time being devoted to learning are examples of how you are setting your investment up to deliver a negative return.

Fifth, your sales training activities need to be interactive and should include role-playing. For many role playing is quite uncomfortable, but the opportunity to practice in a safe environment is necessary to immediately correct any missteps.

Sixth, feedback is also required, but should be countered balance with positive remarks. For every constructive remark (critical), there should be at least 3 positive remarks. This way the participants recognize what they do right rather than everything that they may be did wrong.

Seventh, assessments should be part of sales training. Several assessments should be used from both a subjective perspective and an objective one.

Finally after completing these seven key suggestions, the sales training needs to be evaluated at Kirkpatrick’s fourth level of evaluations. By pre-determining the desired results helps to align the actual outcomes of the sales training to the organization’s desired end results. These 8 keys can help you unlock your sales training and development so that you do realize more bang for the buck.

Related Articles
  Sales Training - Make sure you choose one that understands the stages of learning
  How to Improve Sales Training Programs with this One Word
  3 Reason’s to Invest In Sales Management Training
  Ten Ways to Drive Sales
  Traditional Sales Training is a Waste of Time and Money!

Home > Business-Coach > Leanne Hoagland-Smith > Unlock Sales Training and Development With These 8 Dynamic Learning Sales Coaching Keys
Article Tags: bad attitudes, building customer loyalty, coach, development areas, education, expenditures, fame, global market place, greenbay packers, lack of knowledge, learning experience, nbsp, performance failure, repetition, return on investment, sales managers, sales skills training, support staff, vince lombardi

About the Author: Leanne Hoagland-Smith
RSS for Leanne's articles - Visit Leanne's website

Executive consultant, sales coach and speaker, Leanne Hoagland-Smith, partners with innovative and crazy busy leaders who want to dramatically improve their team results. What this looks like differs for each firm and why a free strategy session is offered just by calling 219.759.5601 CDT USA to have a conversation about the results you are seeking. If you prefer you can forward a request to coach@processspecialist.com

Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com

Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip:  Change your thoughts; improve your results.

Click here to visit Leanne's website
Dashed Line

More from Leanne Hoagland-Smith
Leadership Assessment
Business Building Check List
Leadership Audit For Business


Related Forum Posts
Online Sales and Marketing vs Traditional Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Seek Venture Capital & Funding Seek Venture Capital & Funding - Hello, Greetings from India. I am Seeking Venture Capital for Offshore Software Company Start-up. Need advise along with Business Model Sample. I have a basic outline for an offshore company. 1. Technology - like Microsoft Dot Net, Java, LAMP 2. Talent Team - Found Good Technology Developers. 3. Where I can get the leads/potential customers - Leads have been identified who are willing to move forward offshore projects. 4. I do not have resources like funding. It is a very critical factor to me Industries: Manufacturing, Real Estate, Retail, Insurance, Distribution & Logistics, Healthcare, Industry Associations and Software Product Development, Agricultural Industries and Etc. Services: Offshore Software Development Company. Offices to be located: Hyderabad, Andhra Pradesh, India and USA. Products/Services/Applications in areas like POS & Billing, Sales & Distribution, Production Planning, Material Management, Inventory Control, Plant Maintenance, Purchasing, Accounting and Logistics. Dynamic Web Programming with Database Driven Content Management Systems, Online Stores for E-Commerce, B2B Solutions, Community Portals, Website Redesign and Development, Custom ERP with Enterprise Wide Functional Modules such as Marketing, CRM, Accounting, Inventory Control, Sales & Distribution, Production Planning, Purchase & Stores, Logistics and Supply Chain. Seek your further questions and help. Thank you, Best Regards, Jayapratap.
Re: Online Sales and Marketing vs Traditional Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
New Small Business Topic New Small Business Topic - Hello everyone, I'm on the lookout for new topics to add to my site. We just launched a Franchising section and are planning Human Resources section. Do you have any thoughts for a new section? Here's a list of what we currently have: Angel Investors Branding Bank Loans Business Coaching Business Plan Franchises (New) Insurance Legal Marketing Public Relations Sales Small Biz Loans Venture Capital
Different Hats Different Hats - CEO Sales & Marketing & Leadership Development Company Strategic Vision 10 Alliances & Growth Strategies 10 Hiring & Managing People 8 Mentoring 8-9 Strategic Planning for Clients 10 Execution of Marketing Campaigns 9-10 (i have great people who do the nitty gritty) Financial Management 9 Bookkeeping 3 (outsourced as I really hate the fine details like GST0 Administrative Follow Up 6-7 (again have great staff) Writing & Publishing 9 (getting better all the time!) Speaking 10 (so I have been told) Self Promotion 9-10 Web development & Promotion 6-7 (learning more and have brought on players who are 10+) Babysitting Employees (1 - wont do it, that's why I work so hard to hire and motivate the people I have) Great topic Kevin!! Jude


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.



Featured Article


Bottom Footer
Share for a Cause












Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Name:
Email:
Popular Articles

10 Steps to a Great Support Team

Leading from Authenticity is a Beautiful Thing

SEO – Link Building Secrets

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.