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What do you do if your outside sales team needs guidance on delegating sales presentations?

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Delegating sales presentations is a crucial skill for outside sales teams, especially when they have to cover large territories, diverse clients, and complex products or services. However, many outside sales reps struggle with delegating effectively, either because they lack confidence, trust, or clarity in their roles and responsibilities. In this article, you will learn how to coach your outside sales team on delegating sales presentations, and why it can benefit your sales performance, customer satisfaction, and team morale.

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1 Assess your team's strengths and weaknesses

Before you can delegate sales presentations, you need to know your team's strengths and weaknesses, and how they match with your sales goals and opportunities. You can use various tools and methods to assess your team, such as sales reports, feedback surveys, personality tests, role plays, or peer reviews. The aim is to identify who has the most experience, expertise, and enthusiasm for each type of sales presentation, and who needs more training, coaching, or support.

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Nahuel Broggia

Trainer en Ventas | Consultor en Desarrollo Comercial | Experto en Optimización de Procesos y Salesforce
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Antes de asignar las presentaciones de ventas, es crucial evaluar las habilidades y limitaciones de tu equipo. Emplea diversos métodos, como análisis de informes de ventas, encuestas de retroalimentación, evaluaciones de habilidades y simulacros de ventas, para identificar quiénes destacan en cada tipo de presentación y quiénes necesitan más desarrollo o apoyo.

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Marcos Monterroso Godinho

CEO at Tikedo Spain | Global Executive | Managing Director | Board Member | International Expansion | Change & Transformation | Leadership | Industry | Retail | FMCG | Packaging
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Si mi equipo de ventas externo necesita orientación sobre cómo delegar presentaciones de ventas, primero establecería un proceso claro y detallado para identificar las habilidades y fortalezas individuales de cada miembro del equipo. Luego, proporcionaría capacitación específica sobre técnicas de presentación efectivas, enfocándome en la estructura del discurso, el manejo de objeciones y la personalización del mensaje para adaptarse a diferentes audiencias. Además, fomentaría la práctica regular y el intercambio de retroalimentación entre los miembros del equipo para mejorar continuamente sus habilidades de presentación y aumentar la confianza en delegar estas responsabilidades.

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2 Define clear roles and expectations

Once you have a clear picture of your team's capabilities and gaps, you need to define clear roles and expectations for each sales presentation. You need to communicate who is responsible for what, when, where, how, and why. You also need to set measurable and realistic goals, deadlines, and standards for each sales presentation, and how they align with your overall sales strategy and vision. You need to make sure your team understands and agrees with their roles and expectations, and that they have the resources and tools they need to succeed.

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3 Delegate with trust and empowerment

Delegating sales presentations is not just about assigning tasks and checking results. It is also about trusting and empowering your team to make decisions, solve problems, and showcase their skills and creativity. You need to avoid micromanaging, overloading, or undermining your team, and instead provide them with guidance, feedback, and recognition. You need to encourage them to collaborate, learn, and grow from each sales presentation, and to share their best practices and insights with the rest of the team.

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Chip Ruhlman

Iron Sharpens Iron | Do All Things Well | Quality Driven
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Once the goal(s) are clear, understood and examined with any/all questions covered. Must be done with intentionality, preferably face to face. Building firm team culture and synergies. Team members are now actionable and inspired unto their unique personalities, making their own way to the finish line. Avoid the micromanagement. Tracking is important so voluntarily recaps are helpful to efforts throughout the pursuit. Their time management will make space for these recaps, instead of tracking (though you Still track). This is a coaching stance to build their operations in persistent professionalism. This should feel good to any strong team member, pride in a leadership mentality. Competitive spirit. Connecting, win/wins and solutions.

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4 Monitor and evaluate the results

Delegating sales presentations does not mean you are out of the loop. You still need to monitor and evaluate the results of each sales presentation, and how they impact your sales performance, customer satisfaction, and team morale. You need to use data and metrics to track and measure the outcomes of each sales presentation, and to identify what worked well and what needs improvement. You also need to solicit and provide feedback to your team, and to celebrate and reward their achievements and efforts.

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5 Adjust and improve your delegation process

Delegating sales presentations is not a one-time event. It is an ongoing process that requires constant adjustment and improvement. You need to review and update your team's strengths and weaknesses, roles and expectations, and results and feedback on a regular basis, and to adapt your delegation process accordingly. You also need to seek and implement new ways to enhance your team's skills, motivation, and collaboration for each sales presentation, and to leverage their feedback and insights to improve your sales strategy and vision.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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What do you do if your outside sales team needs guidance on delegating sales presentations?

1

2

3

4

5

6

1 Assess your team's strengths and weaknesses

2 Define clear roles and expectations

3 Delegate with trust and empowerment

4 Monitor and evaluate the results

5 Adjust and improve your delegation process

6 Here’s what else to consider

Outside Sales

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What do you do if your outside sales team needs guidance on delegating sales presentations?

1

2

3

4

5

6

1 Assess your team's strengths and weaknesses

2 Define clear roles and expectations

3 Delegate with trust and empowerment

4 Monitor and evaluate the results

5 Adjust and improve your delegation process

6 Here’s what else to consider

Outside Sales

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