Dave Chace’s Post

Today on the Cogent360 blog, Founder and President Dave Chace shares his product training design philosophy: Think "from the sales floor backward." ❓ What questions or objections will sales reps encounter? 🤝🏻 How can I help them prepare for those moments? 🌟 How can I make sure the most important information shines? 🎣 Do I have memorable story hooks that sales reps will be able to recall in the moment? If your sales training buries sales reps under an avalanche of specs, you're not preparing them for the floor. Learn how to build training that matters in the moment.

THREE Sales Training traps not to fall into! Sales training, like any form of education or development, may not always achieve its desired outcomes. There are several reasons why sales training may not be as effective as intended, but I have chosen the three most common mistakes people make and end up getting it wrong!! 1️⃣ Lack of Reinforcement and Application Sales training often involves workshops or courses, but if there is no follow-up or reinforcement after the initial training, employees may forget or fail to implement the learned skills.  We often have great sessions, but if you have not looked at how you will manage implementation, it will just be a great day! 2️⃣ Failure to Address Specific Challenges: If the training does not address the specific challenges faced by the sales team, it may not provide practical solutions to real issues, making it less impactful.  Give the training a focus. Get it to like to exactly what you are trying to achieve and don’t just ask for ‘closing skills!’ 3️⃣ Ineffective Training Design and Delivery: This one annoys me for many reasons…   Employing a One-Size-Fits-All Approach WONT work. Not all sales teams (nor people!) are the same, and a generic training program may not cater to the unique needs and characteristics of a particular team. Customization is crucial! If you don't do it, don't expect it to be effective! Make the training engaging, interactive, and FULLY tailored to the learning preferences of the participants.  If not there's a risk of disinterest and a failure to internalize the material. Likewise running outdated content… yes we have heard people still do that…. will cause you a big issue.  This is 2024, not 1990! And if the material doesn't reflect current market trends, customer behaviours, or industry best practices, it will not be as effective in preparing sales teams for real-world scenarios. So no Gordon Gecko quotes people please! I could also talk about regular assessments and feedback mechanisms but for now the above is a good start.   AND. Dont get me started about not wanting to measure ROI...... Anyone had a good experience on a training program (like the one the people are on below... 🤣 ?  What made it for you?   Why was it effective?   #training #salestraining #businessdevelopment #growth #learninganddevelopment PS ✅ Smash the 'like' button if you can relate! Click and follow if you want to learn more

Things I have learned from facilitating sales training sessions: 💡 It’s important to gradually present the concepts. By using activities to reinforce each concept before moving on, attendees can truly internalize the material. 💡 Give people a heads-up if you’re going to ask for class participation. If I know I'm going to call on someone, I'll say something like, 'In a moment, I'm going to ask a few of you for your thoughts, but first, I want to share…' This gives everyone a chance to focus, so no one feels caught off guard. 💡 Incorporate key concepts and build on what attendees are saying. As a trainer, I'm there to guide conversations and expand on the knowledge and experience that attendees bring to the session. ❓ Have questions about the types of training workshops that are available? Please do get in touch. 🔗 For a full list of workshops, please visit: https://lnkd.in/g-7dYSsR

You want to offer more sales training to your team but don't know where to start. (This works for other topics too!) Training: a practical use case You know your teams need to develop to achieve targets. But prospecting, starting sales conversations, qualifying, negotiating, time management or discovery, so many fundamental skills to choose. If you don't know where to start, here's a simple roadmap ✅ Identify one key skill relevant to your team you want to target ✅ Break that key skill down into three or four main points ✅ Consider how you will transfer information (presentation, game, short video from YouTube or company resources) & reinforce knowledge (role play, practice exercises, group discussions) for each point ✅ Plan a 15 minute session for each point whether in person or virtually ✅ Plan a "homework" where people need to apply this point throughout the week and report back ✅ Conduct the first session about the first point ✅ Use lessons learned to improve & conduct second session the following week ✅ For the second session include 5 minutes of feedback about first topic before covering the second topic ✅ Repeat over the course of a month Congratulations you just rolled out your first training program and focused your team on developing one key skill for 30 days. Simple and easy. Training doesn't need to suck. Does your organization (sales or otherwise) regularly develop internal trainings?

Do you train your muscles enough? 💪 I mean your sales muscles? It's a competitive and evolving landscape in sales and staying at the top of your game requires constant effort and dedication. Here’s what I do to make sure I'm making the most of every opportunity 👇 👨💻 Daily Bitesize Training - Every day, I dedicate 10 minutes to bitesize training online. It's amazing how much you can learn in just a few focused minutes. 🔍 Process Analysis - I routinely analyse my processes, calls, and meetings. There’s always room for improvement, and small tweaks can lead to significant gains. 📈 Focus On Moving The Needle - Small improvements can lead to big results. By focusing on getting 1% better every day, these incremental gains compound over time, leading to massive growth. What strategies do you use to stay at the top of your game? Let me know in the comments below! 👇

It doesn’t get any more “Front Line” than a service advisor! They set the tone for future sells in all departments. They can also eat up your retention! DM me if you would like to know more about how Dynatron can help you!

Considering a new sales training initiative? Deciding whether to build internally or purchase an established sales training program is a major decision that impacts your team's effectiveness and your company's bottom line. Dive into our latest article by Mike Kunkle where he explores the pros and cons of each approach, offering key insights to help you make the best choice for your business. Read it here: https://lnkd.in/guzWDwFi #salestraining #salesskills #modernsalesfoundations

The benefits of #sales training are clear but the key takeaway for me here is how it is delivered, as modern learners want #salestraining that is: - Immediately accessible and mobile - An experience, not a presentation - Collaborative between the learners, not just experts - Personalized to their situation and circumstances - Easily applied to their specific role 71% of Top-Performing Sellers report receiving extremely/very effective sales training and 60% of Top-Performing Sales Managers report receiving extremely/very effective sales training.

The biggest trap in sales training? ❌ "One-size-fits-all" One size never fits all salespeople. One size fits one salesperson. The average company wastes up to: $13,500 per employee on ineffective training. Every single year. Why? 👇 A "One-size" approach to training. 📌 Reality check: Your sales team is NOT an average. Your team is built from unique salesPEOPLE. Individual people with unique and individual strengths. Not to mention unique learning styles that work for them. Trying to force everyone into the same sales training mold is like adjusting every car seat to the same position. It might work for a few, but most will be uncomfortable and perform poorly. That's what we're investing to fix at The Sales Collective Creating custom learning paths for every salesperson. Exciting news coming up in October! Stay tuned... -- 👋 P.S. If you are thinking about training your sales team. And want to train people EXACTLY where they need it. Shoot me a note. We are accepting beta users at a reduced investment for a limited time if you have >15 salespeople you want to be trained.

‼️ 95% of companies I speak with are running out of date sales training And I’m being generous with that Seriously most companies need to update their sales training asap I’m not saying the old content is no longer valid - it is But it needs new models / thoughts / processes included AND NO ❌ we cannot cover it all in 1 day❗️🙄 If you are looking and at sales training and the company and not discussing both sides of this graphic - think twice By the way we are pretty good at sales training 😊 Got something to add? ▶COMMENT Would others find it useful? ▶ REPOST Plan to refer back to this? ▶ SAVE Think I know my stuff? ▶ ENDORSE Want to see more like this? ▶ RING MY 🔔 and follow ▶Sales Training International Limited