Sales Training Execution

Sales training is a critical step on the path to accelerating individual and team sales results. This said, companies spend millions of dollars on sales training programs annually with limited results. With all good intentions, concepts and techniques, do not always take hold on-the-job and therefore do not have a lasting sustainable impact towards generating sales momentum.

If you’re going to do training – do it right!

Our Sales Training System

Design customization, concept layering, and post training reinforcements are central to our Peak Performance Training Model. Our experience and research has shown that there are 3 critical components to driving your successful training outcomes.

Sales training is not an event it is a process. Each step in the process helps you to achieve maximum results. Training will encourage your employees to modify parts of their current behavior or habits. For sales training to be successful your employees must be willing to embrace and try the skills they have learned in workshop(s). Therefore the more practical or customized the training content and post training reinforcement  the more consistent and effective a seller will be at applying it and achieving results.

Tailor (To your Needs)

Optimizing the results of your training initiatives can be substantially improved through a customization or mapping process. Specifically, there are nuances to every company’s sales process, industry, and type of sales requirement. For example, are your training goals focused on business development and new logo conquest or growing wallet share of existing customer base? Are you selling industrial solutions, logistics services or SaaS Subscriptions?

 

 

We believe customer insights, role-plays, and behavior scenarios used during training should resonate with the team to generate credibility and practical (subconscious) acceptance.

hand holding a compass, momentum selling
man raising hand, momentum selling

Teach (For action)

The end game of training is to have the new concepts put into practice. Singular learning instances are often outdated as 75%-80% of content is lost if it is not practiced and reinforced for a minimum 2 months after training. Today’s learners need a journey from concept to practice that includes practical, more bite-sized workshops with theory that explains the “why” of customer behavior. 

During training we recommend shorter workshops around one or two core modules supported with rapid-fire role-plays and practical examples. Shorter workshops allow for interactive messaging between workshops to facilitate bended learning and best practices for increase on-the-job practice and effective sales coaching of the new skills.

Transfer (Making it Stick – On-the-Job)

Trying new techniques can feel a little uncomfortable at first…. But that’s okay.

According to the 70:30 rule for learning and development–70 percent of employee training should be experiential learning on-the-job. Front line coaching by sales management including timely planning, listening and feedback can be a bridge to get your people through the uneasiness of trying new skills in the field.

Specifically, cognitive research on memory retention and subsequent practice of new skills has shown that regular active application of new concepts must occur to achieve transfer to long term memory and habit formation. Creation of a coaching culture with regular cadence, and supporting tools will greatly enhance training outcomes by:

  • Keep training concepts in the mind of the employee until they stick

  • Ensure development on-the–job practice of training techniques through daily reinforcement 

hand, momentum selling
 
Sales Training Programs

Design customization, concept layering, and post training reinforcements are central to our Peak Performance Training Model. Our experience and research has shown that there are 3 critical components to driving your successful training outcomes.

Ready to Get Started?

Take the first step towards driving change and improving your sales momentum

CONTACT US

P: 416-301-8510

E: info@momentumselling.ca

Greater Toronto Area

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