HOW CAN I BRING IN AN OUTSIDE SALES TRAINING EXPERT ON A LIMITED BUDGET?
Live sales training does not have to be a particularly expensive proposition, depending on who and what system you select. Keep in mind that it is fair for to expect that the sales proces you select will soon pay a return on your training investment, which sales managers continue to report about the PAIDD training.
There is also the option of learning a selling system online, which typically requires less of a capital outlay. For your information, PAIDD is available in an elearning format, and the feedback is consistently positive as to its effectiveness in learning the system.
This is very a common and understandable concern of sales managers, and there are 4 parts to the answer. First, participate in the training yourself. This sends a clear message to your people that you are indeed commited to the program. In addition, you will be fully apprised of their experience and new sales language, which positions you to best help them work through their challenges and concerns.
Second, get coaching help on the selling system you decide to use. This will keep you one step ahead of your people, plus give you a forum to bring challenges to the table for discussion that your sales force brings to you. Coaching help is available to you in the PAIDD program.
Third, ensure that there is a follow up reinforcement program. Initial trainings focus on laying a new conceptual framework, and very few who participate in the training will be able to apply the new skills and techniques immediately. It is in the follow up reinforcement program that people learn to apply tne new skills, which in the end is what really counts. PAIDD offers a free 12-session, self-directed, online reinforcement program for precisely this purpose.
Fourth, check to see if there are adequate support materials to help you comfortably lead discussions with your people about the new sales concepts and techniques. All such materials must be user friendly to you, the manager, so as not to position you as the expert or to be made vulnerable by putting you on the spot. PAIDD's answer to this is the Manager's Facilitation Package, which is a series of powerpoint presentations--with answers--to help you facilitate discussions, No additional training is required for you to effectively use the facilitation package.
Yes, it certainly could be. But there are several risks to be aware of. Managers often neglect the training delivery part of the equation. Here are some concerns to be aware of:
- Does the designated trainer have a well-thought out, structured process that others can learn to follow? Some people are successful in sales because it is instinctive--selling just comes naturally to them. But this is clearly the minority. The sale process must be a structured and well-grounded one that others can emulate.
- Is the person who will deliver the program an effective trainer and facilitator? Selling is one thing, teaching others to sell is another. A trainer has to thoroughly understand the process to effectively teach it.
- Does the designated trainer have credibility with those who will be participating? There is a saying that "No man is a saint in his own land," which is one of the primary reasons why expert trainers are brought in from the outside. Whether the trainer is internal or external, it is imperative that he or she has the time and resources to deliver a cutting-edge sales training program. Your associates must have compete confidence in the trainer so they will drop their defenses and be open to new ideas.
HOW LONG BEFORE I CAN EXPECT TO SEE IMPROVED RESULTS AFTER IMPLEMENTING A SALES TRAINING PROGRAM?
With the right program, you could see results very quickly. It is not uncommon for people to finish the PAIDD training and then immediately afterward close a deal that had been hanging in limbo for months. But there is a real difference between getting a few quick hits and reaching a level where desired results are predictable and sustainable.
Typically people leave a training and are excited about trying out their new techniques. This is referred to as the "forming" stage, which usually lasts for a few weeks. But then the stresses and strains of day-to-day job responsibilities return (the "storming" stage), and without the proper review and reinforcement, the new skills quickly fade away and old selling habits return.
A clear commitment on the part of management to keep the new sales process alive leads to the "norming" stage where the new sales behaviors become the usual and customary approach to selling. In the norming stage you will begin to see results become more consistent and predictable. With sufficient repetition, review and reinforcement of the new selling system you move into the "performing" stage, where people use the sales strategies and techniques to achieve continuous high-level performance. The entire PAIDD approach is designed to take your people to high performance.
Resumes are effective as an initial screening device. But it is also wise to remember the saying that "there's no such thing as a bad resume."
The real test comes in the interview. And while you can generally get a sense of the degree to which the interviewee might be a good fit just by being in their presence and discussing relevant subjects, there are certain interview techniques that can get you quickly to the real issues. These techniques are all embedded in the PAIDD interview process.
Another valuable selection tool is a sales profile that you administer to a candidate to learn more about their personality and selling style. You can learn much from such an instrument, including a person's selling strengths and weaknesses, tendencies, and areas for improvement, plus how their personality aligns with your sales culture and specific job responsibilities.
We use the DiSC profile because it gives exceptional insights about the candidate, is easy to administer and is very inexpensive. It also affords an excellent tool to help structure your interview.
DO YOU HAVE A SALES PLANNING PROCESS, AND IF SO, HOW DOES IT WORK?
Absolutely. While it is an optional offering, it is nevertheless designed to be an integral part of our overall approach to sales.
The PAIDD sales planning process, whether done at the individual salesperson level or at the sales management level, begins by developing a strategic plan: "where am I / are we going and how am I / are we going to get there?" Goals and actions steps are then derived from your strategic plan to be tracked, measured, monitored and adjusted as is required to achieve the strategic plan.
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