Whiteboard Versus In-Field training

Why not take a look [Here] at the [Exponential Sales Website]? This article is available there as well.

There are quite a number of sales training methodologies that have become common. Most, if not all of these, incorporate “classroom style training” with whiteboards and other visual aids. Some even still use powerpoints, and I had hoped to have seen my last!

People look up “storytelling”, really, please, now! Ok, I digress…

Many of the larger training organizations are also using webinar style formats for larger groups hoping to gain more efficiency. I even seen some online training courses for the DIY crowd.

I am here to tell you that very little if any of this works, especially stand alone, and it really does not matter whose material or course it is. People do not learn behaviours and skills from these methods. You might think that having then break into teams and doing role playing will help, but sadly, no. Your fellow sales people are not customers. That’s the trick, it’s not real to anyone.

“Sales”, is a contact sport. My favorite analogy (and there are lots!) is that of learning to fly.

In this example you’re trapped on a deserted island with others after a hurricane, but you’re in luck! You and the survivors have found two small planes, and you have two choices of how to make your escape.

The first plane will be flown by Pilot “A”. She who has taken a course and was the best in her class passing every course with top marks, but has not yet flown.

 The second plane or Pilot “B” has not taken any of the written classroom material yet, but has flown 1000’s of hours directly and as a co-pilot with her dad.

So which pilot are you getting in the plane with???!!

This analogy may not be perfect, but it makes the point. Whiteboards, webinars, videos, powerpoint presentations (ugh), do not accomplish much if anything. However, when either combined with or replaced by practical in-field training with a one on one format, well, great things happen.

Efficiency has no place in proper actual skill development!

You can spend weeks with dry runs, but the real world is the only way to learn

I have been training sales teams for years, and what people do and retain from a classroom setting does not translate into the real world. They may ace the test, but they will likely have the same sales skills after the course and the money spent as they did before they started.

Learning the skills of a sales person can only happen when you are with them while they are selling! That’s the real world, and that’s where they can learn to improve. Sure they are going to crash a few times, but with practice and direction in the field, or learning social selling techniques through practice they will actually learn and develop real skills.

It’s just my opinion, but if the sales training course you're considering for your team does not include practical hands-on, one on one coaching, well just get a big bell everyone can ring, it will be just as effective.

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