Early in my career as a sales trainer a business owner, who had invested substantial monies in sales assessments and sales training confided in me that he felt his investment had been wasted.
During one of our sales management training sessions the concept of personal responsibility came up. When I asked the sales managers and owners who was responsible for their team’s success once their salespeople left the classroom? There was a long silence which indicated that they were confused. I rephrased the question, “Who is the designated on site sales coach?” No one on the call had never heard of the concept!
I continued to change confront their perspective on responsibility. “The New School Selling System is the best sales training system on the planet and the TriMetrix is the best profile, but neither of them is working day to day with your team.” The rule is; “You can never out-source success!”
“So without upsetting you, how did you miss the on-site sales trainer piece?”
Now, the whole class was anxious for details. I took an informal 3-part mini-survey to see what they knew about. After the survey, it was obvious they were clueless.
MINI-SURVEY PART I: AS THE ON SITE SALES TRAINER DO YOU NOW,
Run a strong “ go to the board “ meeting in order to manage pipeline and sales cycle?
Do “Flip calls” to close key deals and keep salespeople honest?
Have a competitive analysis board to talk strategy with your team?
Know when to get involved and micro manage salespeople?
Do consistent, effective field visits?
Model the New School Selling System?
Run effective briefing and debriefing sessions?
Have an arsenal of weapons to start and keep momentum going?
Run training maneuvers at your sales meetings?
MINI-SURVEY PART II: DO YOU HAVE A WORKING KNOWLEDGE OF THE FOLLOWING MOMENTUM BOOSTERS?
Yellow Brick Road
No phone scripts steamroll
20 Point Highly Productive days
Common Sense Closing
MINI-SURVEY PART III: AS THE ONSITE SALES TRAINER ARE YOU COMFORTABLE THAT YOU:
Have a Playbook Offensive & Defensive Sales Strategies
Have a designated War room?
Create an environment where people want to come to work?
Run sales contests and campaigns that spur activity?
Orchestrate sales “ blitz’s?
Have a visual Score Board with a variety of categories?
Know how to recognize and reward performance?
“IF YOU ARE NOT DOING THESE THEN WHAT ARE YOU DOING”?