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SALES TRAINING Expert Advice: Sales Training Strategies for 2021


We asked a dozen leading sales training experts the following question: What advice can you share with sales leaders for setting up successful virtual sales training and/or coaching initiatives in 2021?


“Success in 2021 will be determined by two factors. First and foremost, get serious about encouraging your reps to be other-centered. Self-centered reps, who aren’t seen as ‘essential,’ won’t survive. Secondly, good is no longer good enough. Virtual selling is exposing reps who lean too heavily on the inherent value of their solution and not their ability to sell. To thrive, sellers must learn the advanced skills to selling without all the props.” Tom Stanfill, Founding Partner and CEO, ASLAN Training & Development, LLC


LinkedIn Profile


Our commitment is to help organizations “bridge the gap” in their sales force execution. We focus on improving sales organizations by delivering competency and skill development programs virtually. Our experience of serving others first has proven to create the greatest positive behavior change in both the professional and personal life of our participants.


www.aslantraining.com


AREAS OF EXPERTISE • Sales leadership development • Sales leadership coaching app • Change the way you sell • Selling in a virtual world • Leveraging technology to sell • Self-paced sales training


“Simplify, simplify, simplify. Deploy short, targeted sprints aligned to the flow of work. In a virtual environment, it’s critical to build competence one building block at a time – so choose topics per month or quarter that will produce lasting effects. For each sprint, incorporate a variety of training modalities (micro-learning, self- paced, virtually facilitated), intentional/detailed on-the-job application guides, and topic-specific coaching. The journey to sales excellence starts one step at a time.” Rene Groeneveld, Global Head of Sales and Marketing Practice, BTS


LinkedIn Profile


BTS is a global professional services firm that enables strategy execution. We provide the skills, tools, and knowledge so people understand how their daily work impacts business results. We are experts in behavior change and inspire people to do the best work of their lives. It’s strategy made personal.


www.bts.com


AREAS OF EXPERTISE • Change and transformation • Leadership development • Sales and marketing • Assessments for talent selection and development


• Business acumen and innovation skill building


• Coaching as a practical tool to shift mindsets and turn strategy into action


18 | JANUARY/FEBRUARY 2021 SELLING POWER © 2021 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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