The ‘sales training wand’ has been waved…now what?

On a daily basis I speak with senior executives who are anxious to improve the performance of their sales team. The first thing I ask them is, what is it that they would like to accomplish with their sales team? What do they do well? What don't they do well? Where have their sales people asked for help? Where has he/she observed that their sales people need help? This complete and through understanding of the sales team and the desired improvements becomes the basis for the workshop and the implementation of CustomerCentric Selling®.

The workshop is subsequently scheduled and then delivered. The 'sales training wand' has been waived. We've had the sales team for three and a half days. What happens during the remaining 361 days during the year to make sure that the CustomerCentric Selling sales process is being implemented by sales management and being used by the sales team? What is sales management doing to insure that the sales process is being adopted and implemented? What are sales people doing to begin to implement the new sales process, skills, and sales tools into their daily selling activities?

What I'd like to hear are those things that organizations, and individuals, are doing following the workshop to upgrade their performance? Do you have anything you'd like to share with the rest of our sales community?

One Response to "The 'sales training wand' has been waved... now what?"

1. Dave Hurlbrink Says:
   October 11th, 2007 at 4:04 pm

   Through our Landslide for CCS application, we enable the CCS sales organization to:
   - Have clear visibility into the status of each deal vis-a-vis their prescribed CCS sales process.
   - Understand the breadth (key players interviewed) and depth (goals shared by key player) of solution development for each sales opportunity in the pipeline.
   - Have immediate access to all of their organization's SDP's/sales ready messaging in the context of a specific deal and to capture answers to diagnostic questions directly within their sales system.
   - Generate sales call debrief summaries for management review that automatically incorporates content captured on deal and goal specific SDP's.
   - Automatically generate Champion letters based on sales call debrief summary information.
   - Access their company's SOE template, modify it to support specific deal parameters, post it to a customer-specific website for review and approval and and track its work status online.
   - Understand what messaging is resonating best with prospects.