How “sticky” is your sales training?

Habits are, by nature, engrained behaviours.
In sales, whether we’re talking about your approach to leading sales conversations, presenting or prospecting, we have a current “way of doing things”. Causing lasting change to these habits is one of the most challenging aspects of sales training. Yes, a learning approach needs to: be simple; be engaging; be clear about benefits of trying a new or alternate sales approach; and needs practice and follow up. Ensuring that there are multiple “learning touchpoints” – reinforcement opportunities that extend beyond the classroom – is a critical training success factor.

Here are two powerful reinforcement techniques to consider using when designing your next sales learning solution:

1. On the Job Coaching
Coaching is one of the most powerful ways to reinforce learning and new approaches. Field or Phone coaching allows both the observation of skill application and feedback conversations to take place. To do this right means that Sales Managers need to attend training with their team (as “stripes off” participants). This technique also requires that Sales Managers have their own coaching skills baseline. Finally, a coaching “work-with” form is a useful tool to help focus feedback on specific selling behaviours.

2. Skill Drills
This is a practice session in a specific skill area. In all sports, professional athletes practice specific skill areas. For example, in hockey, most practices include various drills on passing. In sales, professionals can always benefit from practicing targeted selling skills. For example, your team may need to refine their ability to handle objections.

Here is a format for a skill drill for handling objections:
a) Brainstorm common objections.
b) Review handling the objections process (if you need help with a handling objections process we would be happy to support you!)
c) Practice handling objections. Give each team member an opportunity to play the role of Client and the role of Salesperson. This allows everyone an opportunity to hear various ways to handle objections.
d) Debrief on the success of role play and opportunities for improvement.

This is a great technique to integrate into a weekly sales meeting.

So, when devising your next sales learning solution, make sure that you include great content design, strong facilitation AND include at least a couple reinforcement techniques to make the learning “stick.”

Scott Gilmore

Scott Gilmore is the SVP Sales and Marketing of Fusion Learning Inc., recognized by Selling Power as one of the Top 20 Sales Training Companies in North America.
For more information, please call Scott at 416.424.2316

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About Scott Gilmore

Scott Gilmore is the SVP Sales and Marketing of Fusion Learning Inc., recognized by Selling Power as one of the Top 20 Sales Training Companies in North America. For more information, please call Scott at 416.424.2316

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  406. Heya just wanted to give you a quick heads up and let you know a few of the pictures aren’t loading correctly. I’m not sure why but I think its a linking issue. I’ve tried it in two different browsers and both show the same outcome.

  407. Hey there! I understand this is kind of off-topic however I needed to ask. Does managing a well-established website like yours require a large amount of work? I am brand new to blogging however I do write in my journal on a daily basis. I’d like to start a blog so I can share my experience and feelings online. Please let me know if you have any kind of suggestions or tips for brand new aspiring bloggers. Appreciate it!

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  411. I know this if off topic but I’m looking into starting my own blog and was wondering what all is required to get setup? I’m assuming having a blog like yours would cost a pretty penny? I’m not very web savvy so I’m not 100% sure. Any recommendations or advice would be greatly appreciated. Kudos

  412. Hmm it seems like your website ate my first comment (it was extremely long) so I guess I’ll just sum it up what I submitted and say, I’m thoroughly enjoying your blog. I too am an aspiring blog blogger but I’m still new to everything. Do you have any tips for novice blog writers? I’d certainly appreciate it.

  413. With havin so much written content do you ever run into any issues of plagorism or copyright infringement? My blog has a lot of exclusive content I’ve either written myself or outsourced but it seems a lot of it is popping it up all over the internet without my authorization. Do you know any techniques to help protect against content from being stolen? I’d genuinely appreciate it.

  414. I was curious if you ever thought of changing the layout of your site? Its very well written; I love what youve got to say. But maybe you could a little more in the way of content so people could connect with it better. Youve got an awful lot of text for only having 1 or 2 pictures. Maybe you could space it out better?

  415. With havin so much content and articles do you ever run into any issues of plagorism or copyright infringement? My website has a lot of exclusive content I’ve either written myself or outsourced but it looks like a lot of it is popping it up all over the internet without my authorization. Do you know any ways to help stop content from being ripped off? I’d really appreciate it.

  416. Please let me know if you’re looking for a article author for your weblog. You have some really great posts and I feel I would be a good asset. If you ever want to take some of the load off, I’d love to write some content for your blog in exchange for a link back to mine. Please shoot me an e-mail if interested. Thank you!