Sales training starts with managed activity. Far too many companies do not have a formalized sales training system. The selling process is not formalized. They offer little help to guide their sales teams. Without it, sales performance will decay, month over month and year over year.
Build a system of focused accountability. Help your team to drive predicable performance. Sales training should not be a one time event but an on-going system of consistency. Not sure where to get started? Reach out for an initial discussion here.
Without a formalized process, sellers are left to their own devices. Many lack the discipline to stick to contact goals, week over week. Ask yourself these questions about your sales team.
- Is each team member making a minimum of 20 new contact calls each week to road map prospects?
- Is each team member making a minimum of 20 appointment calls every week? What is the conversion rate?
- Is each team member making a minimum of 10 f/u calls each week?
- Is each team member moving the ball up the field with 10 continued contacts?
- Does each team member have a minimum of 5 closing appointments on the calendar, this week?
Part of effective training is setting expectations. Managed activity helps set the framework for future success. Train good habits at the start. If the expectation from week to week is the same, there is never a question about what do to next. These are the minimums you expect week over week. This level of activity leads to success.
Set weekly contact goals for each team member. Inspect what you expect. Have the discipline to stick to the goal. Don’t deviate. Repeat this process, each week, until there is never a question about the expectations. The results will follow. Sales training, managed activity, starts with formalized process.