Top 25 Prerequisites for Successful Sales Training and Development
Before an inside or outside expert can help you develop your sales force, there are at least 25 milestones that must take place or the initiative will probably fail. Development has much less to do with content, curriculum, and methodology than it does with the person, or people who will do the developing. I am not saying that content, curriculum and methodology are unimportant! They are very important. I am saying that much like everything else you do, the people have more impact on the success or failure of the initiative than the tools being used.
When I, or members of my team are involved in developing a client's salespeople and sales managers, we make certain that the following milestones take place very early on - in our very first session. We must:
1.Help them feel safe
2.Get them to believe we can help
3.Get them to want the help
5.Understand their challenges
6.Be viewed as a resource, not a threat
7.Develop a relationship
8.Add value through the effective strategies and tactics we share
12.Demonstrate, through role-play, exactly how a strategy or tactic plays out
15.Make them want more
16.Provide them with several perspectives
17.Give them assignments
18.Be committed to their success
19.Get them to commit to their success
20.Poll them often for their lessons learned
21.Make sure they understand their assessment results
22.Prepare sales management to coach to the training
23.Have systems and processes in place to support the training
24.Create a no excuses environment
25.Get them to practice.
There are many more things that take place along the way, but when these things don't take place day 1, it's an uphill climb.