WHAT DO STRAWBERRIES AND SALES TRAINING HAVE IN COMMON?
AN APPROACH TO INTEGRATED SALES TRAINING
AS A FRIEND ONCE TOLD ME: "IF YOU DIP A STRAWBERRY IN CHOCOLATE, IT IS STILL A STRAWBERRY: THE INSIDE HAS NOT CHANGED".
Thus, if you superficially try to paint over a problem or place a low performing sales person through a sales training session and hope for different results, you will still have what you started with – a strawberry / problem.
I am often asked if I do sales training. My pat answer is: “No, but I do conduct Integrated Sales Training”.
What do you mean? What is the difference? How do you create sales performance improvement?
Yes, people come out of training sessions usually with 1 or 2 ideas. They try these ideas for a while and then slip back to old habits. There is no reinforcement, follow through or on-going coaching. Some times what people learn from an outside program can be inconsistent with internal practices.
Integrated Sales Training encompasses all aspects of the sales process itself (preparation, probing, presentation, etc.) and spreads the responsibility for performance and development of the sales staff throughout the sales organization. During the normal work day, most outside sales people work isolated and independently. Because habits (good and bad) are formed through repetition and routine, sales reps and managers must be on the same page, work together and have a consistent sales process delivered through integrated sales training.
There are several fundamental components to bolster your position as a sales person and to expedite the sale. You need to:
Integrated sales training means that the sales training must be:
- In synch with the company’s sales philosophy, customer service mission and objectives across the sales department
- Integrated with Sales Management and its functioning processes and policies
- Tied into the company’s message and material being used
- Consistent with the content and format of sales meetings
- Linked to performance reviews, objectives and expectations
- Coordinated with rewards and recognition
- Aligned with compensation
With Rahal Consulting, you’ll find the answers you need to ramp up your sales management skills — and put in place ways to measure your success. Find out more when you call Joe:
Find out more when you call Joe at 617 999 7262:
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Summary
This information presents a sampling of Rahal Consulting’s philosophy and approach toward sales and business development. With extensive and successful business experience accrued over numerous engagements across multiple industries, we are poised to help business leaders prepare for the future.
Rahal Consulting seeks to initiate a dialogue with business leaders and to objectively assist in the development and implementation of growth strategies and tactics.
To initiate a more in-depth discussion and for additional information, please contact Joe:
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Boston, MA / 617-999-7262 Omaha, NE / 402 960 0348 Rahal Consulting Bringing results-focused sales strategies to life.
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