Monthly Archives: June 2013
Selling with Insights™: What We Have Learned, and What Is Necessary for Successful Execution
We have seen an interesting trend emerging among our clients and prospects. Many acknowledge that buying behavior has changed, that buyers have more information and do a tremendous amount of due diligence on sellers, and that sellers need to use insight to shape and disrupt buyer mindset. Sales leaders want their sellers to be more assertive and more proactive, but most have failed miserably in making this transition. Now, sales leaders are coming to us to help them design a solution that will work for their organization.
Richardson is excited to offer you the opportunity to participate in two upcoming complementary sales improvement webinars.
Less Information, More Behavior Change: Avoid this BIG mistake in your sales training
With the world awash in information, there seems to be a disturbing trend in sales training – many programs are focusing on breadth instead of depth. Specifically, many sales training programs emphasize too much information across a range of topics and not enough practice on a few key behaviors. Too often the assumption is made that more content leads to more behavior change – this assumption is dead wrong. Consistently, as the level of information increases in sales training, the amount of time dedicated to practicing skills and getting feedback on key behaviors plummets. This results in training that superficially touches on numerous topics without driving mastery of key behaviors. There is a simple solution to this fundamental mistake; do less in training. Help your participants to focus on a few key behaviors by including enough practice and real-time coaching so that when salespeople leave training they are well on their way to mastering these key behaviors. Better still, this focus helps their managers to reinforce a few key behaviors back on the job, making coaching much more manageable (for the coach) and relevant (for the salesperson).
The High Cost of Poor Sales Training Partner Selection and Management Practices
A company’s vendor selection and management decisions can have a broader impact throughout the organization than most people realize. You can pay too much or waste precious dollars on ineffective products or services, but one problem I have witnessed too often is companies buying services that are redundant and in some cases in conflict with each other.