As sales professionals, we’re always interested in ways to drive predictably positive sales results. Let me start by sharing one of my favorite quotes from Peter Drucker, “The best way to predict the future is to create it.”
Here’s our point of view on sales effectiveness training. Five Keys we focus on: Targeted results, attitude, skills, processes, and coaching.
Let’s consider each one:
Looking at targeted results, some of the things we like to ask our clients are:
- What are you trying to accomplish?
- Is it improved win-rate?
- Is it increased activity against net new clients?
- Is it improved quality of first meetings?
- What’s the targeted result?
It’s important to be really clear about these questions and focus the training on addressing them.
The second key is attitude. Attitude drives behavior. We really want to focus on the right attitude or mindset in order to drive that capability area.
The third key is skills. What are high performers doing better or differently? That’s what we really ask ourselves and our clients. Skills like listening, questioning, and leading engaging conversations. You really want to focus on the critical skills to improve.
The fourth key is processes. These are disciplines like effective sales team meetings, one-on-ones with your salespeople, and field coaching. Consider these as the glue that bind attitude and skills together. It’s critical to focus on the right processes to help embed the new skills and behaviors.
And finally, the fifth key is coaching. We strongly believe in including sales leaders in the training. Then enable them with practical approaches to support their people to apply the skills they’ve learned.