Do you align your sales training with your objectives?

Besides identifying your sales goals, it's essential to identify the must win battles. What are the key contributing factors that would help achieve the goals? What would be the top focus areas for this year? Break down the big goals into milestones and smaller yardsticks.

Los objetivos de ventas debemos definirlos alineados con los objetivos de la Compa?ía, sin ninguna duda. En ventas, los objetivos son claramente numéricos, a los vendedores nos juzgan por los resultados, cumplimos o no cumplimos con el budget. Mas alla de este tema que es vital, debemos alinear los objetivos de la Capacitación lo suficientemente SMART para que la misma tenga sentido y éxito. Debemos hacer un relevamiento de las fortalezas y debilidades del equipo, y luego debemos hacerlo de manera individual. La clave esta en entender que el vendedor es un hombre que va a recibir una cantidad importantes de NO a lo largo de su gestión, por lo que el primer escalón es el de trabajar en la tolerancia a la frustración.

Yes, align sales training with objectives by ensuring it addresses specific skill gaps and supports overarching business goals.

Yes, we do align our sales training with our objectives. This means we make sure that what we teach sales team directly helps them reach the goals of the company. For example, if the company wants to sell more of a specific product, we'll train sales team on how to effectively talk about and sell that product. By doing this, we make sure that sales training is useful and helps the company succeed.

I encourage people to define their goals by answering the following questions. 1. At the end of sales training we want the team to be better at ___, ___, ___. 2. We will define success as an increase (or decrease) in ___, ___, and ___. 3. True / False - We have baseline metrics to grow from regarding these goals. 3a. If true, then great. 3b. If false then you must agree to the following... "We will allow 90 days to collect baseline metrics. We will assess in 30 and 60 days, but we will not let those assessments be written in stone.

Las necesidades del equipo deben ser evaluadas de manera grupal, y también es necesario que evaluemos de manera individual. Fortalezas y debilidades son clave identificarlas. El mercado y la propuesta de valor de todas las compa?as se van modificando de manera permanente, como asi también las necesidades del mercado, por lo tanto el primer foco esta en el entendimiento del mercado, y la propuesta de valor. A partid de allí, empezaremos a mirar a la competencia y cual es el comportamiento que tiene, como asi también el abordaje del mercado. Vamos a utilizar para comprender este tipo de situaciones, encuestas y entrevistas individuales.

Sometimes it's not going to just be about your sales teams' needs. In some cases it could be do you have the right people. Often times the people who got you there may not be the people to get you where you need to go now.

Yes, sales training should definitely match your company's goals. To make sure this happens, you first need to figure out what you want your sales team to achieve. Once you know your targets, you should check how well your sales team is doing now. Are they good at some things but not others? Where can they improve? How do they compare to other sales teams in your industry? By understanding your team's strengths and weaknesses, you can create training that fills in the gaps and helps them reach your company's goals.

We can potentially perform a survey on the salesforce to know what's their current competency, learning needs and arising challenges. This would help in crafting a personalized learning journey instead of just merely working based on your assumption. Start speaking with a sizeable sample size and interview them to hear more about what they've submitted.

Pasamos mucho tiempo pensando estrategias de capacitación que generen involucramiento en nuestros colaboradores. Sin embargo, la tasa de terminación de formaciones es baja. El enganche de los capacitados es nulo. Y en muchas ocasiones, no se traduce en mejores resultados. Sobre todo en ventas. La mejor forma de elegir la capacitación para el equipo comercial es preguntarles a ellos. Si bien no siempre es posible lo que solicitan, más vale una mayor inversión pero más efectiva.

Instead of making sales training as individual workshops, consider turning them into a learning journey with the involvement of pre and post training support. You may begin with pre work to assess their current situation. Roll out customized workshops. Then support with coaching, online archive, reflection, on job training and end with evaluation. It focuses on implementation instead of just information.

Acredito que o aprendizado com base em projeto é um dos métodos mais eficientes. Incluir desafios reais nas rotinas de treinamento e mesurar os resultados.

sales training should always match up with what you want your sales team to achieve. This means that the training should help your team reach the goals you've set for them. For example, if you want to increase sales, the training should teach your team how to find more customers and close more deals. To pick the best way to train your team, you should think about what they like to learn, how difficult the skills are, how much feedback they need, and what resources you have. There are many ways to train people, like online classes, workshops, or coaching. The right choice depends on what you want to teach, who you're teaching, and what you can afford.

Los Vendedores son como todas las personas que requieren capacitación. Demandan capacitación de manera permanente, y cuando la reciben su actitud no es la mas favorable, ejemplo, un tercio del equipo va a sentir que la persona o el método que esta en frente llevando la formación, no tiene nada para aportarle porque ya lo sabe todo, hay un tercio que va a manifestar que esta bueno, pero va a decir que en este caso no aplica, y el tercio restante va a encontrar algo que le puede ser de utilidad, y va a intentar llevarlo a cabo, y seguramente le va a costar, y volverá a la froma de trabajo que viene llevando.

Los contenidos de la Capacitación en Ventas tienen que tener tres verticales, Necesidades del Mercado, Propuesta de Valor, y Técnica de Ventas. Si logramos vincular estos tres Verticales, tenemos garantizado la optimización de la gestión. Podemos agregar el condimento de trabajar los tres puntos con casos reales planteados por los propios vendedores.

Imagine teaching your sales team about selling old-fashioned radios when everyone uses smartphones! That wouldn't work, right? So, your training should be about the things that really matter to your business. It should help your sales team achieve your company's targets and be exciting and useful for them. Instead of boring old information, use real-life examples and stories to make learning fun and effective. This way, your sales team will be better prepared to succeed and help your business grow.

Select recent challenges to be part of the case study- either for discussion, role play or simulation. Make the content timely and relevant.

To align sales training with your objectives, tailor your content to be relevant, engaging, and focused on your unique value proposition. Use NEPQ by asking your sales team what they find most challenging and integrating those insights into your training. Apply NLP techniques like storytelling to create relatable scenarios that connect emotionally. A lesser-known strategy is using “active learning” methods, which can increase retention by 75%. Experienced mentors can guide you in refining your training to ensure it addresses real-world needs and supports both team growth and sales goals effectively.

Aligning sales training with your company's goals is like teaching someone to hit a bullseye. You wouldn't teach them archery without aiming for the center. Similarly, sales training should directly help your team achieve your company's targets. This means making sure the training teaches exactly what your sales team needs to do their jobs better. Once the training is done, the work doesn't stop. You need to keep encouraging your sales team to use what they learned. This means giving them support, feedback, and rewards. By tracking how well your team does after the training, you can see if the training worked and make improvements. It's all about creating a learning environment where everyone works together to reach the company's goals.

The enemy of learning is distraction. While they could be so tempted to fall back to BAU, involve the superiors in the learning journey. It's essential to develop a collaborative environment for them to practice and apply what they've learnt.

Para poder reforzar los resultados de la Capacitación, debemos evaluar casos reales y compararlos con lo que estamos aprendiendo en la Formación, sobre todo en aquellos casos que no logramos resultados positivos, con la participación del la totalidad del equipo.

Zu viele Vertriebstrainings & Verkaufstrainings haben eine zu kurze Halbwertszeit und ver?ndern zu wenig auf Dauer. Woran aber liegt das? Das liegt daran, da? sie nur auf das Verhalten abzielen und zu wenig die Aktivit?ten und T?tigkeiten ver?ndern. Reine Absichtserkl?rungen bringen wenig, wenn deren Umsetzung nicht sichergestellt wird. Es ist für Sie wichtig, da? Sie die richtigen Instrumente & Tools an die Hand bekommen... Struktur: Festlegung der Aktivit?ten & T?tigkeiten Strategie: Einzelne Schritte zum Erfolg festlegen Konsequenz: Vorab deutlich was, wann und wie geschieht - für alle gleich Steuerung: Bonus bei Erfüllung + Malus bei Nichterfüllung (Nudging)

magine a basketball team wanting to score more points. They wouldn't just practice dribbling; they'd focus on shooting hoops and teamwork. Similarly, if a company wants to sell more products, sales training should teach how to understand customers, present products effectively, and close deals. This ensures everyone is working together to achieve the same target.

Les 3 variables clés à intégrer dans la formation : 1. L'état d'esprit derrière la vente : Cela peut sembler bateau, mais vos commerciaux vendent et représentent votre entreprise. Vous souhaitez que la première interaction que vos prospects ont avec votre entreprise vous ressemble. 2. La confiance dans la solution : La vente est un transfert de confiance. Pour que votre commercial transfère cette confiance à votre prospect, il sera essentiel que vous lui transfériez celle-ci en amont (onboarding). 3. La compétence : Recruter des personnes expérimentées et former vos commerciaux avec un onboarding efficace et une montée en compétence continue (tous les jours).

Es kommt darauf an, die einzelnen Schritte zum Ziel festzulegen. Und dafür zu sorgen, da? diese eingehalten werden. Konsequent. Vorsicht bei Verkaufstrainern, die Ihnen raten, Ziele oder gar Visionen vorzugeben sei zielgerichtet. Das ist Augenwischerei!