Focus on outcomes
Aug 04, 2023“What should I look for in sales training?”
Orange Hat series - Sales Director Dilemmas
What are you trying to achieve?
Be clear on that and align the training accordingly
Check if the idea is just to share information or whether IMPLEMENTATION is part of the plan
Ideally the training will have clear outcomes and work with real life opportunities
For example when helping salespeople embrace Collaborative Selling we use the VALUE Framework to focus on these outcomes in each of the core modules
🔶 Collaborate
- Identification of historical sales best practice relevant today
- Understanding of best sales tactics to use
- Recognition of characteristics of ideal salesperson for industry
- Understanding own ‘partnering intelligence’ (PQ)
- Plan to develop own PQ
- Introduction to tools to support learning
🔶 Validate
- Profiling of accounts to spend time with
- Understanding and creation of value proposition
- Generation of prospecting/land and expand activity
- Development of email templates
- Appreciation of using video messaging
🔶 Align
- Prepare a plan to understand account
+ Define objective for sales growth
+ Map decision making unit
+ Conduct SWOT and MegaSWOT
+ Survey competitive landscape
+ Plan actions
- Refine value proposition (based on ‘Value Pyramids’)
- Consider market change drivers as potential for new business
- Begin to build ‘Personal Brand’ as go-to individual in the sector
🔶 Leverage
- Use structure to prepare and undertake effective meetings
- Develop questioning skills to facilitate better discussions
- Provide insight and perspective to help customers to think
- Understand the tools and techniques to sell virtually
🔶 Underpin
- Prepare more effective proposal documents
- Design more interesting and stimulating presentations
- Use visual aides more effectively
- Capture the power of story telling
- Position the customer as ‘hero’
- Develop messages to reduce fear, uncertainty and doubt
- Handle objections elegantly
🔶Evolve
- Understand principles of negotiation
- Learn how to prepare to negotiate
- Trade variables to achieve mutually beneficial outcomes
- Develop a contact plan to strengthen relationships
- Use Quarterly Value Review to grow business
Its quite a lot
But it is to achieve quite a lot
That's our way
There are others
🔸 Whatever you do make sure it is focused on actions to drive real outcomes 🔸
Are you ready to increase your sales?
The Collaborative Selling Scorecard has been designed to show sales professionals their blind spots and provide instant, actionable steps on how to improve
It’s free and only takes 5 minutes