Salestrong recently published this innovative method of sales training on the The Pepperdine University School of Business and Management blog. Described as ‘Flipping Your Sales Training’ we use a technique for improving sales effectiveness which dispenses with the traditional sales training techniques.
The sessions are predominantly coaching and last either one or two days. In the sessions we perform live deal reviews with the students. Each student brings a deal into the session and we work through the deal with tools from our sales training courses. The benefits are:
- Its easier to sell to sales people because they get an instant return on their time invested.
- The deal is improved by involving the expertise of multiple people, including internal and external perspectives.
- The delegates leave with actionable improvements that they can apply immediately. Some apply them same day, for example phoning a contact to find out critical information.
- Everyone remains highly engaged – do they in regular sales training??
- There is no theory at all, we dive straight into problem-solving
- Everyone leaves pretty much brain-dead as they have worked hard.
Conclusion: when there is no time, or a reduced budget for sales training, flipping the sales training and just working in a focused way on live deals can be a great way to build new skills and get actionable and measurable results quickly.
