Sales management tip – what every sales person will say they don’t want but definitely will need.
Once you’ve trained your sales person to do something and they’ve gone out and done it, job done, right? Wrong. Sales people need reminding, reinforcing and recreating.
Remind them what the idea is.
Reinforce the idea with examples from reality.
Recreate the idea with new ways of looking at it.
Sales people tend to need this approach more than some others because their performance with specific skills impacts results directly. So if we take questioning skills as an example. A sales person can be trained, they learn how to ask great questions, they practice, they go out in the field and ask great questions. Time passes and with the best will in the world they may fall into bad habits. They forget the great questions, or why they are great. They make assumptions. They know what the customer is going to say. Only things change and they don’t know.
So Remind, Reinforce and Recreate to refresh their skills and keep them on top of their game.
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