Sales [UN]Training Prepare Your Sales Team for Success. What do They Need To Know?
In this episode of Sales [UN]Training, host Kelly Riggs breaks down the complexities of preparing a new salesperson to reach their maximum potential. He discusses why most sales training strategies fall short and the repercussions of sending an ill-prepared salesperson out into the field too soon. Riggs challenges the traditional approach that many companies take towards sales training and offers an in-depth analysis of systemic issues that stifle development and lead to high turnover rates.
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Riggs introduces the idea of "five major buckets of information" that a salesperson needs proficiency in, including product information, company systems, industry jargon, selling skills, and business acumen. Through this lens, he communicates how to strategically sequence training and instill confidence in new hires. If you've ever felt that your sales training process could use a revamp, or you're a new salesperson looking for some insight, then this episode promises to offer enlightening perspectives you won't want to miss.
How long does it take to train a new salesperson? (0:00)
A lot of work and no money. (2:15)
How long does it take to develop a good sales leader? (4:35)
Do you really want an inexperienced sales rep? (6:55)
The problem with training and development. (9:04)
How long does it take to make solo sales goals? (13:01)
What does it take to be successful? (14:29)
How long does it take to develop sales skills? (17:05)
What does it take to get people ready for the field? (19:28)
Systems and Processes. (21:27)
Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.
Get more Kelly: www.BizLockerRoom.com.
Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019.