EP Huddle #49
Sales training is an ongoing function that every organization needs to commit to from the day it begins selling in the market. But, too often we find that companies stop their training programs after a new employee has spent 30, 60 or 90 days in the role. And, according to a 2013 DePaul University study, 60% of firms stopped the sales onboarding and training process after only 30 days after hire. Explore Study
Over the past 15 years, inside sales has become a more effective and much more productive method of getting a service or product to market. Sure, field sales still has its place in the workforce (we believe field sales is critical too), but inside sales has many benefits that field sales does not. A) More prospects can be targeted in a day by inside sales. B) Presentations can be given over Skype, Web-Ex, etc. C) Cost of customer acquisition is lower. And...
D) Training can be done in real-time, and is more consistent with an inside sales team than with a team of field reps spread across a geographical region. Here are 6 areas to focus on when thinking about your inside sales training program.
As a team:
Who is responsible for sales training in your company? What is your philosophy? Are key employees dedicating daily attention to the sales team to help them develop and continue to improve?
Inside sales mirrors athletics in the sense that practice makes perfect, and key behaviors are instilled in people over time. Good performance relies on consistent coaching.
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All departments within an organization should have a daily 10 minute quick meeting. People call these huddles, stand-ups, meetings, etc. Here you'll find ours.