Are you messed up?

Product training can mess salespeople up

It's easy to get caught up in the intricacies of products

Countless hours spent learning every feature, every update, every technical detail 

What if all this product training is actually doing more harm than good?

When we focus too much on the product, we risk losing sight of the most important aspect of business - our customers and their problems

Understanding and solving customer issues should be at the heart of what we do 

A product is only as good as the problem it solves

How can we shift our focus from product-centric training to customer-centric problem-solving? 

Time to don the headgear 

🟠 Orange Hat Thinking 🟠

Sales training today should be about developing a collaborative approach 

If not it's no longer fit for purpose

That's 'table stakes' 

To take it to the next level here are three things to consider:

🔶 Empathy training 

Equip salespeople with the skills to truly understand and empathise with customer challenges 

Struggle, pain, opportunity, concern, potential... whatever they are thinking about (or need to)

This goes beyond just listening; it's seeing things from their perspective 

🔶 Customer buying journey mapping

Spend time plotting the way a customer buys

Identify areas where customers struggle and figure out ways to help with these 

This helps salespeople understand how buying decisions are made (and to get involved earlier)

🔶 Problem-solving workshops 

Regularly conduct sessions that focus on real customer problems

Encourage salespeople to think creatively and collaboratively to come up with solutions

This not only helps in solving immediate issues but offers a chance to practice working together and facilitation

Shifting focus from product features to customer problems creates more meaningful connections and opportunities to deliver real value

Train salespeople to be problem-solvers not just product experts

If you hate me saying this why not get in touch?

 Let's have a grown up discussion why