Why your staff need a sales refresher
The reason is simple: it takes many times to absorb information and build a habit, so exposing sales team members to information only once is not going to gain ‘cut through’. Repetition builds skill. Just as important as the initial Sales Training a Sales Refresher Course will help to enforce and refresh the concepts discussed at the initial training.
Gaining Sales Focus
Sales Training allows team members to be exposed to concepts. They then need to apply these concepts in the real world of sales. This is where they often become unstuck as they try and apply what was taught in the seminar room within a real world environment. The Sales Refresher allows them to bring back their experiences from the real world, apply focus to their skill gaps, and then hone their skills. The initial sales training would likely have let them know what they didn’t know, and the real world experience shows them that they were consciously incompetent (which they wouldn’t have known prior to sales training). The Sales Refresher then allows them to become consciously competent. The process allows evolution, or sometimes revolution! Sales Refreshers remind all that if we are not focused on sales, we are not focused on growing the business, and if we are not growing we are likely to be going backwards.
Aligning to the Organisation's Strategy
A salesperson is required to align to the organisation’s strategy. If they don’t, the ethos of the company, its values and work practices can be displayed by the salesperson in a way that were not intended, often in a detrimental way. A sales refresher creates an opportunity to ensure that the way the company is represented and the product or service displayed is aligned. Further, the sales process can be documented so that the sales team operate in a similar fashion, which allows those who are not making the appropriate level of sales to identify what steps they may be missing out.
Providing a Consistent Message
Too often, sales people over promise and under deliver. They get caught up in the moment and make promises that the company or the product/service cannot deliver. Through a programmed Sales Refresher Programme, consistent messaging can be drilled in so that sales people don’t go off on a tangent. They know what to say, and how to say it. This can be achieved by giving guidelines rather than scripting.
If your team is lacking focus, non-aligned or inconsistent in their approach or communication standard, a Sales Refresher will be of benefit. Contact Phil today to organise your customised sales refresher.