Good morning, brandon hardison for hardison’s tips glad you can come in and give you some advice before you get started on the road uh.
We do this every morning at five o’clock, just trying to give salespeople an additional way of looking at things.
So, especially if you’re a new sales consultant congratulations, this is a challenging time, but we still have a great lifestyle.
If your attitude is ready to go out – and we do not care if you’re territorial as far as major account key account up and down the street – maybe you’re doing in home sales – maybe you’re doing retail sales.
But we try to give you a little bit of everything.
So, let’s get right to it, because some of you still need to get on the road or, if you’re working from home, you need to get prepared.
So i got something in the mail and we wanted to talk about where we’re at now and then the future of what sales training is going to look like, because it’s going to impact how you’re going to be successful once again.
The attitude needs to be there, but let’s see what we’re talking about.
I have spent over four decades of training and coaching leaders and organizations trying to get everyone on their team to understand that these processes are there for them to be consistent winners when they have their clients, but i’m finding out that there’s a few barriers.
If you will so, i want to talk about these barriers and then tomorrow, let’s talk about what the future of sales training is going to look like so currently right now, if you do look at it, we may have too much too soon.
As far as the sales training event, sometimes in territories, it’s often sacred that the perception of a sales organization needs to expose you to training and oftentimes.
They force you into classroom situations, and you really should be doing something about maybe understanding the organization.
If we try to put that all on you at once in a short amount of time, that’s too much training and a limited time frame now, what does it do? As a result, many training initiatives are intense multi-day events that cover every possible aspect of new sales methodologies.
Now is this good? Yes, if you can learn that way, but just like any other essential if we’re talking about basics – and we go to sports, whether it’s tenants golf or a team sport, we know that there needs to be more coaching and practice and reinforcement.
Coaching practice reinforcement introduce what you want, let’s coach toward it, in other words, the leader, is going to show you what they expect from this part of the process.
Let’s practice it and now we need to measure it.
So we can reinforce how you learn individually, because everybody learns differently.
That’s the only way we’re going to master this.
Is it possible to do yes, but sales professionals once again learn differently, so people maybe need to be retrained differently.
Maybe we need to apply a small percentage of this technically technically in a one-on-one.
Maybe it’s a multi-day training event.
Some places will give you a week, two weeks, maybe a month, but once again, if it’s not coached right, if it’s not reinforced right, we have nowhere to go.
So that’s one thing that i’ve noticed so far.
Another thing sales training is often not aligned right with the proven sales processes that you’ve already have for your industries.
In many cases, training efforts are focused exclusively on skills and techniques where these elements are essential for good training, but there’s no process there’s no backbone to attach the new practice practices to and what this does in essence, um.
It’s going to fail.
Why? If we look at the sales approach and what we’re trying to do and the application it needs for this to work, that’s where the coaching, the reinforcement of on an individual one-on-one level, needs to be, and many managers just don’t have the time.
And if you do not have a manager, that’s working with you in the classroom and reinforcing it in the field.
If you have a key account major account or you’re in somebody’s home, it makes it hard for all of that to work for many sales people.
Some once again, if they put in the time they practice yeah, they they can work more independently.
Another thing that i’m finally seeing is that we have these fragmented approaches.
Let’s chop these things up a little bit more instead of blending them together.
In other words, many initiative, training vendors, they come to people and say hey.
We can offer what you’re lacking, but it fails because once again it doesn’t give you enough and it’s not reinforced.
I don’t care.
If it’s e-learning, i don’t care.
If there’s video applications the blended approach, instead of chopping, it up works better because there is a coach there’s, someone that someone can go back to and ask or examine or get pushed more to the success of what they’re.
Another thing is there’s many times too many gaps that exist in training curriculum, especially for specific roles and competencies.
Uh there are as many as 10 to 12 key competency areas depending on once again up and down the street key account major account just retail sales um effectiveness.
If we want to be consistent, and what do we mean by that? Having people not turn over leave find another career change, but now we’re talking about another story, hiring the right person, but then the management and the team need to do certain things to bring in the right person and during that critical 30, 60 90 120 day period Wrap your arms around them and make sure that training is on going.
Can it be strategic group, large small? Yes, can it be one on one? Yes, whatever you as a manager can do you will get higher dividends if we take our time, do it right hold the salesperson accountable for understanding? Why we do this in our culture, but sales organizations will need people who can understand the competency models, not just say.
Here’s why we do it go practice.
There needs to be someone to work with the people.
I don’t care if you’re up and down the street or, if you’re, in a retail situation.
Well, why can’t this be done? Simple thing? Sales management is just overwhelmed.
Sales managers, unlike those in the past, even though they did not have all this technology, seemed like they understood more – that leadership more than the processes was what got them success, i’ll repeat that again in a different way.
Let me bring someone in and work with them teach them show them hold them accountable.
Do more one-on-ones practice.
They did that a little bit more that i can see compared to today, not to knock the sales managers of the day, but it seems like we’ve lost a generation of managers who weren’t uh, given that opportunity to learn from a better mentor, so sales manager look At this coaching thing as really a new way of adding something on their plate, because they’re trying to hit numbers so the degree of how much coaching, how much one-on-one, how much managing by walking around and especially one-on-ones sure sales is a high-pressure environment, especially for managers And most sales managers simply do not have the time to address the overall coaching and mentoring needs to get their individual people working.
That’s why they bring in many times coaching and inside and also coaching outside, but you can bring in all of the trainers and coaches in the world.
If that individual sales person doesn’t see manager the leader that they’re reporting to the person that interviewed them and said that you can be successful as a career chair change here, if they don’t see you out there working coaching teaching giving an opportunity, even at the end Of the day or beginning of the day or a text or an email how’s it going, what can i do to make the next day a little bit more better for you as a result, we’re having this chaos, so the ability to follow through with adequate coaching And mentoring is often unattainable.
That’s what i’m finding currently right now, so in the future, we have to do it a little bit different.
There are some organizations that are already working towards that and that’s what i would like to share with you tomorrow, as we continue to look at the future of what sales training models are going to look like.
But i wanted you to understand the challenges, the realities, because it’s happening every day in whatever vertical of sales that is out there not saying that they’re bad people, people can get ahead, but unless you’ve already got the will to win – and you understand it from here And your attitude’s already focused because you have something in mind: sure: can you make it in sales? Yes, but you got ta be mentored.
You got ta, have somebody? That’s gon na wrap your hands around you and make sure that you reach your goals so tomorrow we’ll look at part two.
I hope that this gives an insight to some sales people, so your managers are not bad you’re, not bad.
We just got to find how you learn and that’s where neural linguistic programming nlp comes in that manager.
Those managers need to find a way individually, how to get the best from you.
So in the future we have some ways that we’re going to work with this.
Once again, brandon hardison, as always in parting, go out and making a champion day.