Many companies are wrestling with the question about what their future work environment looks like as they emerge from COVID-19 restrictions. Preferences are mixed, but many employees want to keep working from home at least part of the time.
Many sales organizations have become overly reliant on their top sales performers to achieve their goals. While it is convenient to say that we “hit our number” at the end of the quarter, the fact that a few top performers carried the team presents numerous challenges.
Inevitably at some point during a sales call, the customer will ask, “Who else have you done this for?” What they’re really asking is why they should believe or trust you. This is why it’s essential that early in the sales process, you establish credibility.
Blended learning approaches are certainly not new, but given the challenges over the past 18 months, we are seeing many opportunities to apply these approaches in creative new ways. The pandemic heightened interest in hybrid models (a combination of virtual instructor led, digital, collaborative learning, etc.) that already existed – and provided a testing ground for their effectiveness. With the on-demand and collaborative sales training models we’re now using at SRG, we’re seeing outcomes, participant interaction and satisfaction scores improve for our sales and sales management training programs. But do these benefits hold true for every type of employee training? Specifically, can we effectively onboard new sales reps in a hybrid world – especially when we need them to hit the ground running in an even more challenging selling environment?
There are many stereotypes of what makes a great sales rep. Outgoing, smooth talker, able to present their solution pitch flawlessly to the client. Confident – sometimes, too confident. You know the profile, right? But there’s a key attribute that’s not always associated with high-performing salespeople, and it might surprise you.
The success of a sales training initiative is based on multiple considerations as noted in my prior blog posts: How to Choose the Best Sales Training Company 4 Key Factors to Create a Sales Training Program That Delivers Results In reflecting on these posts, I quickly realized that that not all criteria carry an equal weight, and that the “X Factor” that makes for an outstanding training program is the facilitator.