Sales Support Content for Sales Methodology Adoption
Mike Kunkle
??Author/Advisor/Course Creator: The Building Blocks of Sales Enablement | Modern Sales Foundations | Sales Coaching Excellence
Hey, Enablers, happy Friday! Mike Kunkle here. Welcome to this week’s edition of Sales Enablement Straight Talk!
Today, I want to talk about a Building Block that sometimes doesn't get as much airtime as the others - the Sales Support Content block - and share a specific tool I recommend to support Sales Methodology adoption (and as you know, Sales Methodology is another Building Block).
Sales Support Content is the content and materials you provide that support your sales force while they are selling as your leadership team intends – meaning:
As such, Sales Support Content covers a variety of performance support, including but not limited to:
As I do with each block, I dedicate an entire chapter of the book to Sales Support Content, and it's also a module in the course. So, I won't go into more detail on the entire block today. I will, however, introduce a tool I've used for years to support sales methodology adoption. We're using this today with our Modern Sales Foundations clients at SPARXiQ, and I've used it previously both internally, as a practitioner for my employers, and as a consultant, with my clients. It works.
What is it, exactly?
I call it The Practical Application Template.
Let's dig right in!
Here is this week's video, to get started.
VIDEO
Click the image to watch on YouTube (and please Subscribe, if you haven't already). The written newsletter continues below.
NEWSLETTER
This Practical Application Template serves as a structured framework for applying the sales methodology or course lessons in real-life scenarios. It can be customized for any course. Here's a closer look at the template.
1. Module/Lesson Listing
In the far-left column, you'll find a comprehensive list of all the modules or lessons within your sales methodology course. This section allows learners or sellers to easily refer to each relevant topic during the exercise. It's a reminder of what they learned.
2. Materials Section
This optional section provides links to supplementary course materials or job aids that support the use of the template. Including these materials allows for seamless integration and quick access to additional resources, when a reminder is needed.
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3. Case Scenario
The case scenario section is where you would typically enter a real-life scenario or training exercise to reinforce the lessons taught. This could involve a training scenario designed to strengthen the understanding of a particular concept, an assessment of how well-trained individuals handle a given situation, or a focus on a current real opportunity or account. The case scenario serves as the foundation for applying the methodology.
4. Applying the Methodology
The bottom section of the template is all about applying the methodology or course lessons to the given scenario. It's essential to brainstorm and capture notes in this section, referencing the program's content from the left column. By analyzing the scenario and leveraging the relevant content, sellers can determine the best approach to achieving optimal results.
Creating this template is a simple process that can be accomplished using PowerPoint, Google Slides, or any other presentation software. To make things even easier, I'll provide a link in the Resources section where you can download a ready-made version of the template (which you can customize).
Now, let's take a quick look at an example to help illustrate how you can use this Practical Application Template effectively. In this case, I'll refer to our Modern Sales Foundation (MSF) sales methodology and course at SPARXiQ:
Example using Modern Sales Foundations
In our MSF methodology, there are four main sections and a total of 26 modules. The left section of the template lists all these modules.
In the middle section, you will find downloadable materials relevant to each module. Our case scenario revolved around a massive organization-wide reorganization of sales territories, resulting in account managers inheriting a significant number of new accounts.
By referencing the MSF content, we identified specific modules (highlighted in light green) that could be directly applied to this scenario. Additionally, if handoff meetings or quarterly business reviews revealed problem-solving opportunities, other modules (highlighted in blue) might also come into play.
In the case where other opportunities were discovered, every single module within MSF had some level of applicability in this particular scenario. When not, there was applicability for 20 of the 26 modules - which is still significant.
Naturally, not every case scenario will involve all the frameworks, models, and skills from your methodology or training program. This turned out to be an extreme example, because the scenario itself was rather extreme.
However, the key takeaway is the importance of encouraging learners to think critically about what they have learned and how to apply it in practical situations. This approach maximizes the chances of achieving desired outcomes and helps reinforce the relevance and effectiveness of the sales methodology. It's a great exercise for front-line sales managers to run, especially when it's about real-life case scenarios. It fosters adoption, and through coaching during execution, will help you achieve mastery as well.
Closing Thoughts
In this week's discussion, we focused on Sales Support Content for Sales Methodology adoption. The Practical Application Template I introduced can significantly contribute to the successful adoption of your chosen sales methodology. Providing a structured framework for applying course lessons in real-life scenarios, empowers sellers with the tools they need to excel in their roles.
RESOURCES
Well, that's it for this week, Enablers! Did you learn something new reading/watching this newsletter? If you did, or if it just made you think (and maybe chuckle from time to time - bonus points if you snorted), share it with your favorite enablement colleague, subscribe right here on LinkedIn, and check out The Building Blocks of Sales Enablement Learning Experience. Felix Krueger and Mike Kunkle are both Building Blocks Mentors for the weekly group coaching sessions, and we hope to see you there! For other courses and content from Mike, see: https://linktr.ee/mikekunkle
Until next time, stay the course, Enablers, and #MakeAnImpact With #Enablement!