The two dimensional sales person is very much like the small business owner who went into business because they had
a passion for their product but only ever get so far. We see examples of this on Televisions Dragons Den business owners who fail to get funding because they lack an understanding of their business role. Many sales organisations suffer from the same thing Sales people with a limited understanding of their sales role reinforced by training and development that focuses on only one aspect of their role: the
sales meeting but the
sales meeting in itself is the sum total of their effectiveness in the total role. This may work in a simple sales environment but as sales become more complex a sales person’s needs to broaden into their role.
For example an account manager clearly needs to interact with customers and utilise high level meeting skills for which there are many methods, processes and providers but what if they can do the meeting skills stuff yet still is only an average performer? Does the answer lie in other aspects of the role?
A customer of mine has just such a situation where an account manager has years of selling experience can’t quite break through the ceiling of mediocrity, more selling training won’t work any better than
it has in the past. His key to higher performance better organisation and application of his knowledge and skills. We are devising mentoring and coaching so he can learn how to apply his vertical knowledge to identify killer opportunities for his customers in a very tough market. This can be done because assessment fronts the development of these sales people and gives us data that precisely focuses the training to leverage the most affect. Other sales people in the same company share these needs but some have a unique set of needs for which this training would add no value.
Without focused training the sales organisation risks wasting its investment and the account manager never quite reaches his potential and nor
does his company or customers.
What works against this approach is often the enormous pressure to bring in a quick fix and a sales training linked
meeting skills seems the obvious answer however a really personal development plan if implemented in the right way is the sustainable solution to produce above average performance that sticks.
The elements of good implementation are:
A defined sales role aligned to a definable sales process
A defined sales curriculum deliverable through different learning
A role specific competency based assessment method
benchmarked against a high performer
Individual assessment to identify key behaviour, skill and
Defined learning objectives that support individual development
aligned to sales process & targets
Training modules and post training assessment
Coaching/mentoring support linked to application of learning
to achieve sales targets
blogs I shall explore these elements further.
If you want to
see how your sales revenue can benefit from this approach contact us on 07973727803
or fill in the form below and a member of the team will contact you within 24