Sales Tips

There is a solution to inside sales performance that is not dependent on the use of expensive outside sales resources. In fact, this solution is far better choosing any single sales methodology. (Also see The Inside Sales Training Program)

Let me start this discussion with an explanation of the pitfalls run into in training inside sales.

Three Key Problems Training Inside Sales Presents

Problem #1: Continued coaching and reinforcement of skills.

The title of David Sandler’s book “You Can’t Teach Kid to Ride a Bike at a Seminar” is the absolute truth. Statistics tell us that most people loose 86 percent of what they learn in a seminar environment within 72 hours. If they are only half right most of the information provided at an inside sales seminar will be gone in 3 short days.

The most typical results of an inside sales training effort is a slight blip in morale that can cause small increases in activity and sales. Typically, these kinds of increases don’t last more that a week or so and the team reverts back to original levels.

Most inside sales training efforts come to a halt when the trainer leaves. There are a couple of reasons for this happening. First, the inside sales manager is not left with the training materials or skills to provide effective follow up coaching. Second, most companies, especially in tough economies, cannot afford to keep and outside sales training resource on retainer for any length of time.

Problem #2: Application Disconnect by Salespeople

One of the big problems with most training and even our education system is that the classroom version of that learning is most often not enough to create students who can immediately do what they were taught.

This is especially true of the content and techniques taught in the typical inside sales training effort. Salespeople have tremendously difficult times figuring out how to install or incorporate what they have learned in the seminar into their daily selling efforts.

When sales techniques are taught outside the sales process sales people have to figure out both how to use the technique in there effort and where. This is not something the average inside salesperson does well.

Problem #3: Lack of Real Telephone Skills Content

Most inside sales training efforts focus around sales skills and not “telephone selling skills.” Telephone selling skills, as a subject, is that area of selling that discusses the skills specific to the telephone selling environment and explaining the differences between the face-to-face environment and that of the telephone.

There are two major barriers to telephone selling success; lack of vision – the ability to see and be seen by the prospect, and presentation skill – the actual skills related to making an effective verbal presentation. These are closely related.

Most inside sales training programs focus 80-100 percent of their content and effort on sales skills rather than telephone skills. Teaching inside sales people sales skills is of course a good idea. However, telephone sales specific skills are critical to having high performing inside sales people.

Solving the Problems of Inside Sales Training

To solve these problems you need and inside sales program that works in the following way.

1. The core method for the training MUST be based on live sales calls. This helps to maintain the high focus on telephone specific skills and focuses the training on what salespeople need most as it is being observed in real time.

2. You need a program that teaches both the selling and telephone skills but from within the sales process. You need MUST be teaching techniques from the sales process rather than from the sales method. Thus you teach the ABC Company question or technique, NOT the XYZ sales method question or technique. This prevents application disconnect and promotes the ability to DO.

3. You need a program that is internally driven so that the company has both the ability to deliver what is being taught and so that it is delivered constantly over time. Training that is not continually reinforced and coached over time will never really change sales behaviors.

4. Finally, you need a program that will be executable by any qualified sales manager whether a rookie or experienced veteran. The structure and workings of the program must be such that the inside sales training program will improve itself over time. You need a program that enables the manager to bring into the program the best practices of all the selling methods. This is accomplished with a program that is building the tools for future training effectiveness as it rolls forward.

All of the above are not only possible, but can be accomplished for just pennies on the dollar as compared to the standard $6000-$15000 per day it costs to bring in a quality outside training group. Most external programs will cost a company and average of $500-$800 per day per attendee. The above can be accomplished for a total lifetime cost for an average group of $400 per salesperson.

To see the program that will do this for you CLICK HERE.