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Chief Training Officer
Why You Need to Become the
of Your Sales Team
Frontline Sales Managers can benefit from adopting the Chief Sales Training Officer mindset towards their sales team
Identifying the training plan for their team
Working with others to
ensure the training is
conducted to achieve results
Better training equals better performance and better sales results
ACCORDING TO CSO INSIGHTS
Outcome of Forecast Deals as Related to Sales Skills Training Program Ratings
Sales Skills Training:Needs Improvement
Sales Skills Training:Meets Expectations
Sales Skills Training:Exceeds Expectations
% of Deals Won 40.5% 48% 52.6%
% of Deals Lost 34.5% 28.9% 25.6%
% of Deals No Decision 26.8% 25% 23.5%
Source: Sales Readiness Group, CSO Insights Report 2015
Develop and reinforce critical selling skills outside the classroom
Ask questions
Listen actively
Present value
Handle objections
Gain commitment
Frontline Sales Managers need to get creativein developing activities
8 LOW COST IDEAS to complement training
Role Playing
Team Meeting Exercises
Mock Presentations
Video Rehearsal
2
3
4
1 Book Club
Sales Blog Review
Podcasts
Guest Speakers
6
7
8
5
Role Playing1
Role play exercises can be the most valuable part of training
Pick a scenario such as responding to criticism or gaining commitment, and play it out at the next sales meeting
Team Meeting Exercises2
Use exercises from past training to generate discussion and debate within your team…
…to increase engagement and interaction in meetings
Mock Presentations3
Alternate Sales Reps to give monthly five to ten minute client solution presentations to the team
If they can’t do this in front of their peers, how well are they representing your company in front of a challenging client?
Video Rehearsal4
Many technologies these days support
recording and sharing video role playing
Send out a scenario to your team
Ask each team member to record their response and send it back to you
Book Club5
Assign a chapter of topical
sales training books to read
each month
Have the team report on specific discussion points
Review Sales Blogs6
Find great blogs to follow and
share them with the team
Ask specific questions about the content to encourage their engagement
Podcasts7
Find great podcastson sales related topics and share them with your team
Many of these are free and can be a great resource
Guest Speakers8
Bringing in expertise outside your team
either external or internal
to the business…
…can reinvigorate team meetings and provide new ideas and insights
These 8 methods complement sales training programs and further develop team skills and performance.
Learn How to Motivate Your Team for Training Success & More!
Download White Paper
COMPLIMENTARY OFFER