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How to Create a Sales Training Culture
Prepare your company to provide top-notch customer service by motivating your employees to improve their skills.
Do lead by example. Just as a coach is needed to optimize a professional athlete's performance, even Tiger Woods, your team needs to be observed, coached and mentored on a consistent, ongoing basis.
Take the lead in demonstrating what it takes to consistently create client advocates.
Don't let others train your staff outside the curriculum. Just as every aspect of your team's behavior impacts the clients' experience, be sure to be aware of and understand the content, message and intent of all third-party trainings.
Your staff will assume you support the learning if you approve their attendance.
Today's news is full of companies struggling for survival, slashing costs, trimming personnel and fighting to reposition their customer image.
In the emerging knowledge economy, information about the company creates most of the company's differentiated value.
In the fading industrial economy, consumers had little information relative to companies (generally, limited to spun marketing), were isolated from each other and had no collective voice.
Consumers now have unprecedented choices of products, services and lifestyles, with differentiation achieved through customer experience, not products and services.
Moreover, those customers share their experiences much more often with the availability of online search and social networking, forever amplifying the communication and balance of good news and bad news.
No one writes a letter of dissatisfaction to the company anymore; they start a blog.
An integrated professional sales program is no longer optional to survival, it is absolutely critical in differentiating your business, your staff and setting a path for growth in a down market.
A popular saying about the CE business is: "When the economy's good, business is good, and when the economy's bad, business is good."
It's just that the low-hanging fruit now requires a calculated leap as opposed to a simple stretch.
Bill Johannesen is the managing director of Vision Werks Consulting LLC and can be reached via http://www.VisionWerks.com.
Take the lead in demonstrating what it takes to consistently create client advocates.
Don't let others train your staff outside the curriculum. Just as every aspect of your team's behavior impacts the clients' experience, be sure to be aware of and understand the content, message and intent of all third-party trainings.
Your staff will assume you support the learning if you approve their attendance.
Today's news is full of companies struggling for survival, slashing costs, trimming personnel and fighting to reposition their customer image.
Sales Characteristics
In order to support effective interpreting and probing, a salesperson must identify a clients' predominant communication type.
Here's a quick look at four common communication types:
In order to support effective interpreting and probing, a salesperson must identify a clients' predominant communication type.
Here's a quick look at four common communication types:
- Dominant Director: This person appreciates the executive summary and short, precise presentations.
- Interactive Socializer: This communicator is relationship-based, and enjoys language geared toward emotions.
- Steady Relator: This person likes a predictable and controlled presentation that is detailed and systematic.
- Cautious Thinker: This profile is that of a data-driven individual, who also values quality. Think accountant.
In the emerging knowledge economy, information about the company creates most of the company's differentiated value.
In the fading industrial economy, consumers had little information relative to companies (generally, limited to spun marketing), were isolated from each other and had no collective voice.
Consumers now have unprecedented choices of products, services and lifestyles, with differentiation achieved through customer experience, not products and services.
Moreover, those customers share their experiences much more often with the availability of online search and social networking, forever amplifying the communication and balance of good news and bad news.
No one writes a letter of dissatisfaction to the company anymore; they start a blog.
An integrated professional sales program is no longer optional to survival, it is absolutely critical in differentiating your business, your staff and setting a path for growth in a down market.
A popular saying about the CE business is: "When the economy's good, business is good, and when the economy's bad, business is good."
It's just that the low-hanging fruit now requires a calculated leap as opposed to a simple stretch.
Bill Johannesen is the managing director of Vision Werks Consulting LLC and can be reached via http://www.VisionWerks.com.
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About the Author
Bill Johannesen is managing director of Vision Werks Consulting LLC. He can be reached via www.VisionWerks.com.
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