When your company interacts with its customers, how well does your left hand know what your right hand is doing? To what extent are your people all on the same page and pulling in the same direction? For that matter, how well do your company’s own managers understand what the sales force is doing?
Final question: What does any of that have to do with sales training programs or sales coaching efforts? Glad you asked.
If you are using sales training courses based on a comprehensive sales system, such as Action Selling, then you may know that miracles can happen when salespeople learn and master sales skills that are genuinely critical and genuinely teachable. You also may have discovered what a huge advantage it is to be able to conduct sales training and sales coaching in a common language designed precisely to describe the sales process.
But what happens to that precise communication when the sales force needs to coordinate with other units in your organization? If your company is like most, the answer isn’t pretty.
How much more effective and successful could your company be if everyone – technicians, customer service people, and all levels of management – spoke the same language as the one used in sales coaching sessions? After all, if you want to play as a team, shouldn’t everybody be reading out of the same playbook?
Supercharge your whole company
Yes, I’m talking about delivering abbreviated versions of sales training courses to everyone in the company. When sales training programs are based on a truly excellent sales system, companies that extend the language and concepts of those programs to other departments find that they get a kind of supercharging effect. Not only does the sales force begin to operate in a clear, coherent, and professional manner, but everyone else understands what the sales force is doing and why. They all can speak the language.
Take just one example based on the Action Selling system. Suppose that technicians, service workers, and managers all know what it means to “Ask the Best Questions” and that they all understand why Asking the Best Questions is a vital sales skill. Now anyone who comes into contact with a client organization – or a potential client organization – can be on the lookout for problems or issues that might become Best-Question fodder for a salesperson. The whole company becomes a sales organization, all of its eyes and ears open for opportunities.
I have seen it happen and, believe me, the results are eye-popping. For information about how to improve sales skills and make sales training pay huge dividends, contact Action Selling at (800) 232-3485.
About Duane Sparks
Duane Sparks is founder and chairman of The Sales Board, the authoritative source of practical and leading-edge information about the art and science of selling. He has created Action Selling sales training products and learning systems that transform sales organizations. Duane is author of these best-selling books: Action Selling, Selling Your Price, Questions (the Answer to Sales), Masters of Loyalty (How to turn your sales force into a loyalty force), and Sales Strategy from the Inside Out (How complex selling really works).
Discover how the best sales training process can make spectacular improvements in sales skills. Action Selling: How to Sell Like a Professional (Even If You Think You are One).