The Top 5 Sales Competencies Needed By Sellers Today
https://spisales.wistia.com/medias/tsi6qsbmps?embedType=async&videoFoam=true&videoWidth=640 In this video, Fred Diamond, Director, and Co-Founder of The Institute For Excellence in Sales describes the top 5…
In most classroom environments, there is little intention to show students how they would apply their learning in real world situations â€“ nor do the training materials (text books) show how it is applied to day to day life. Not surprisingly, your sellers often feel the same way, after exiting training. If sellers find it difficult to apply learning to real-world scenarios, the value of the learning retention is diminished. We call this the gap between learning (training) and execution (real-life application).
Instead, sellers need the following to bridge this gap between learning and execution – automated, seller journeys and contextual learning.
Is Sales Training Really Impacting (Business Outcomes) Behavior Change?
Sales Leaders want the business results – so they will monitor and measure the pipeline of deals to ensure sales activities are contributing to the intended results. Good learning initiatives provide sales professionals with the required knowledge. Knowledge acquisition is tested and reinforced. That knowledge is also put to application during the learning process through case work, exercises, role plays, etc. And more importantly, application happens back in the real world where key learning and supporting tools help the seller perform in their every day job.