Sustained sales performance improvement re- quires going beyond information transfer to the development of new skills that are adaptable for all circumstances and customers. These skills need practice opportunities, reinforcement of the behavior change, and practical recognition for those who embrace the new skills.
TRAINING REINFORCEMENT This is the weak link in many sales training initiatives. In order for potential sales improvement and ROI to be real- ized and sustained, your company must have in place a viable environment for complete imple- mentation and adaptation. Too often, sales man- agers are left without a leadership role in driving the performance improvement initiative, creat- ing a disconnect between your existing coach- ing roles/touch points and the all-important reinforcement of the new selling skills learned during the training event. Your sales training program should include a comprehensive, pre- scriptive reinforcement system with turn-key activities and materials that can be delivered by time-strapped managers with maximum flexi- bility and minimal prep time.
Components of the reinforcement system will vary, but should include an online learning/re- inforcement tool, webinars, observations, role- play exercises, reference library, hands-on group review and discussion exercises, etc. Ideally, this is incorporated into a customized calendar of re- inforcement activities to fit your sales organiza- tion’s existing process and schedule.
CUSTOMIZED APPROACH No two companies are the same and it is imperative that your sales training reflect your organization’s unique cul- ture and business reality. One key factor in the success of your training program is the degree to which your sales team and sales managers buy in to the program and recognize its worth relative to their time and energy expended toward the effort. A training program that is not customized for your sales team and the specific challenges your salesforce faces will instantly lose credibil- ity with participants and undermine seamless field adaptation of the concepts learned during training. Consider the difference between an off- the-shelf training program versus a program in which specific terminology and examples refer- enced in the program, case studies and hands- on exercises are all customized for relevance to your company and industry.
There is a lot of pressure when it comes to selecting the right sales training provider and program from a seeming universe of options. Assessing your training candidates with an eye to these key components will simplify your efforts while giving you a jump start toward successful outcomes and improved performance across your entire sales team.
Dimensions of Professional Selling® (DPS) Award-winning • Most Popular
• Time-tested
Leverage the power of Carew International’s proven and most popular sales training program to lift your sales force and your bottom-line results. Our clients are among the most recognized and respected names in business; their growth and leadership are a testament to the impact and ROI of DPS sales training.
800.227.3977 TAKE THE LEAD®
www.carew.com
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