Your business is unique, and so are the salespeople that make up your sales force. This is why one-size-fits-all sales training doesn't work. Each salesperson has their own strengths, weaknesses, and vulnerabilities, the things that actually cause them to lose deals and struggle in sales.
The right training and coaching for one salesperson may be of no benefit to another salesperson. When we built Sales Accelerator, we made a conscious choice to make every course open and available for the sales managers and salespeople using the platform. While some programs drip the content over time, we believe that providing access to the exact competency or skill better serves sales managers and salespeople, allowing them to get what they need when they need it.
In order to create measurable change and reach meaningful outcomes for your sales team, your coaching system will need to address the core issues of the individuals that make up your sales force. While we make some suggestions about a general path for acquiring the competencies and skills, we also provide different paths based on our assessment, along with the new outcomes that will speed the sales force to better results.
How many times has your team gone through training, seen an uptick in performance for a few weeks, but soon returned to what they were doing before the training or coaching? Sales training and coaching require a cultural change, one built on the accountability to change and improve over time, something we call "development."
Without meaningful change at a cultural level, even the best sales coaching will be nothing more than a temporary fix. The coaching that we recommend includes accountability to change the sales approach, sharing what's working and where some are struggling. The accountability to acquire a new competency and skill over time is a cultural change. It's the reinforcement over time that makes change stick.
We strongly believe that there is nothing more important for a sales organization than "sales effectiveness." Improving the sales force's competencies and skills requires disciplined development, something you can’t achieve with "check box training."
Explore the Best Sales Coaching System of 2022
The reason sales organizations dislike training or coaching is because they only use "check-box training," an approach that doesn't provide anything close to the development necessary to build a modern sales force with a modern set of competencies and skills. Development is the key to sales effectiveness.
As both sales organizations and their clients find themselves facing an uncertain environment, it’s more important than ever that the sales force is trained and developed to lead their prospective clients to the better results they need.