Telephone Sales Training, a Rethinking!
Create an internally driven telephone sales training program capable of producing an initial 10 to 50 percent increase in sales revenues?
Please allow me to explain. Grant yourself a minute to learn exactly how this can be accomplished and the benefits you’ll receive driving your own training.
I know you’re skeptical, but bear with me; I will show you how this is possible.
According to the sales managers, most telephone sales training programs don’t produce measurable results and whatever results are obtained typically disappear quickly.
Telephone sales training programs don’t fail because of bad content, but because competency is not established before the program ends.
So how do you build an internally driven telephone sales training program capable of producing a 10 to 50 percent increase in sales revenues?
Let me tell you.
There are five critical keys to the success of any telephone sales training program. If you want a program capable of extraordinary results, you must incorporate these five keys.
- You must take a tactical approach to the training that corrects the problems appearing in today’s calls
Many of the errors your salespeople make will impact their success with new techniques. If you don’t clean up the basics, new techniques will likely fail.
- You must teach the sales process, not sales techniques.
If you teach the sales techniques through your sales process, you eliminate the salespeople’s need to take information and convert and implement it themselves. You ensure correct application.
- You must run your coaching and training program all the time (weekly).
Competence in any new skill requires repetition, correction, and more application. The time-frame of most programs is far too short to establish competency.
- The sales process and best practices must be documented and taught and coached from that document
Without documenting the sales process you will have consistency in delivery and execution. You will not be able to measure the effectiveness of the process or its parts. And you will not be able to tune your message.
- The best person in your organization to do your sales training is the line sales manager.
No one knows or has a better relationship with the salespeople better or knows the sales process–its strengths and weaknesses better than their line manager. Finally, the sales manager is available to continue what is taught on a long-term basis, a necessity for competence.
Using the methods suggested in the five keys allows you to develop an internally driven telephone sales training program that will quickly change selling behaviors.
Additionally, your program will help you…
- Tune and manage the sales process
- Bring new salespeople up to speed far quicker
- Drive the wisdom, knowledge, and experience of top management down to the salespeople.
If you are interested in creating your own high-performance internally driven telephone sales program, please see our system for doing this quickly and effectively.
Click here to see my Telephone Sales Training System
For delivered training and consulting go to my consulting resource site: www.penoyer.com .