Hi Virden,
Quote:
The position of Sales Manager is a position that is also that of a teacher/coach. Just as major league baseball players complete almost daily batting practice with a coach. sales and service industry professionals also need training and coaching almost daily. As a personal coach and trainer of sales and management for over 38years, I can tell you that short daily lessons and reinforcement work better with adults than long drawn out meetingw. Just helping a staff member avoid the hundreds of selling myths is almost a full time job.
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Welcome to Salespractice and very good points.
You know, the Sales Industry is awash with "the latest idea to make millions". People often forget that certain sales techniques only work with certain types of character and are also dependent on the industry one is selling in (Account Management, Telesales, Telemarketing, Door to Door etc).
Whenever I deal with a new sales person who is just starting in the industry, the first thing I get them to do (apart from helping them understand the "sales process") is read books on the subject, so that they may develop a keen interest in learning, which is my opinion one of the most important traits a sales person needs to have!.
I am sure that during your career within sales management and coaching, you have seen how the art of selling has changed over the years. One of the hardest things to impart to a newbie is the importance of
"action, reflection, correction and connection". IMHO, the best way to learn is to:
1) act,
2) then reflect on what happend,
3) then correct themselves to get better and understand why,
4) then connect the new habit into their daily sales cycle.
I look forward to hearing more about your experience in sales!
Good luck!
Tony D from Sales Journey