How to Boost More Revenue Through Strategic Sales Training
Do you often perceive sales training as a cost-intensive event? Or that once-in-a-while opportunity where your organisation comes together to try and fix what’s broken?
Instead, what if you saw sales training as –
- A strategic investment
- And a proactive exercise that boosts faster and more sales?
Sales Training is a Revenue Generating Activity
If managers are able to make the connection between sales coaching and higher sales performance, then sales training becomes a revenue generating activity, not a ‘dreaded’ cost-intensive event.
Clearly, there is not one sales manager who wouldn’t then agree that sales training or coaching is crucial.
However, a recent survey carried out by Viddler revealed that 147 out of 150 sales executives agreed that “poor sales coaching” was a major weakness of most sales companies.
Another recent survey by Highspot reported that out of 79% of companies who engage in some form of strategic sales enablement process, 64% indicated ‘sales training must be improved.’
Engage in customised sales training to suit their business
Perhaps it’s time for sales managers to begin to reassess their sales enablement programs to ensure they are engaging in a more customised sales training suiting their unique business structure.
They need to take action, measure performance through good constructive feedback, and turn information into action.
Sales managers need to take action
Sales Managers should take inventory of the effectiveness and sales capability of their sales people so that the sales training can be customised to them, and not a generic ‘off the shelf’ course.
Measure performance through good constructive feedback
This can be done by assessing the gaps between where the business is right now and where you want it to be, or by benchmarking against competitors. A number of sales performance metrics can be used to measure as well as improve sales performance and grow revenue.
A few key performance metrics to focus on should include but not limited to:
- Time spent selling, (to identify and eliminate possible sales blocks)
- Lead response time (to ensure that your sales people are responding to leads quickly and efficiently).
- In addition, standard size of a closed deal is also an important metric to help measure and eliminate deals that are not worth pursuing —sometimes sales people prefer to spend time pursuing small deals because they are easier to get.
Turn information into action
The ability to transform information into action that can add value to your business is the crux of business intelligence (BI). The secret to getting actions such as boosting sales, improving customer service skills, and making intelligent decisions, is having the right information.
All the information that you’ve amassed from constructive feedbacks, customer insights, sales training programs and more should be put into action.
This quote from biomedical informatics and biotechnology entrepreneur, Atul Butte, just about sums it: “Hiding within those mounds of data is knowledge that could change the life of a patient, [business] or change the world.”
KONA Group runs a series of different training programs: sales training, sales management training; call centre training; customer service training and more — all customised to YOUR strategy, YOUR industry, YOUR people, YOUR customers, YOUR outcomes and results.
Contact KONA Group on 1300 611 288 or email info@kona.com.au to discuss how you can improve your business results.
As one of Australia’s largest corporate DISC Facilitators and DISC Profile suppliers, we wanted to learn more about how each behavioural style has been reacting to our current global COVID-19 pandemic to better understand our clients and their needs.
One of our senior corporate partners interviewed people in their network who fitted into the D, I, S, and C behavioural styles. Here are their reactions, actions, and results from their initial weeks of remote working in the wake of the current global pandemic.
Fast Paced, Task-Oriented, Results Driven
Initial Reaction: Fight or Flight
If you have a high D score, your initial reaction was probably one of stark realisation. This might have triggered you into a ‘fight or flight’ response, feeling like you needed to defend yourself and your loved ones, or flee.
Focused Reaction: Innovation
After the initial shock wore off, our High Ds made a plan. “We work with people,” they said. “We have some of the best tools to leverage how best to deal with people during this crisis, so let’s pull together a package that can appeal to the masses in being better able to lead their talent from a bad situation to a more positive outcome.”
Personal Practices
Our advice for high D scores? Slow down at home. Your housemates, loved ones and families probably have different scores than you, and they might be hesitating to react as quickly as you are inclined to. It’s ok to take a breath!
Rely on others who are more structured than you. Some of our Ds partners are a High S, and they are letting them take the lead on household procedures. They found themselves grateful for the structure in such an uncertain time.
Business Best Practices
If you have a high D score, you are a trailblazer and an innovator. That’s exactly what businesses need right now! “Innovation happens during interesting times,” said our High Ds. “This is certainly an interesting time that we plan to optimise and have a positive impact on our clients.”
Help your clients focus on a bigger picture for their business without emphasising the ‘doom and gloom’. Don’t be insensitive, but a lot of people are looking for inspiration right now, and you’re a natural leader.
Next Step for High Ds
What’s your next step? A great idea for High Ds is to connect with others and seek out their points of view. Your willingness to charge forward is a great strength, but make sure you have all the facts before you do.
Engaging, Flexible, Optimistic
Initial Reaction: Loss of Connection
The high Is were initially very concerned with how the pandemic would affect their connections with others. Since they are people-oriented and fuelled by interaction, they were concerned about social distancing and restriction.
Focused Reaction: People-First Support
People with high I scores are excellent influencers. They can use that talent in difficult times to help others come around to necessary changes. If you’re a high I, your great attitude and ability to talk through issues will be a huge benefit for you in this time.
Personal Practices
Our high Is where having a hard time adapting to our new social norms, so they are focusing on keeping spirits high. Inspirational content is a great source of comfort for them, so they are enjoying favourite quotes and seeking out inspiration on social media.
Try keeping a ‘victory file’: a collection of notes, cards and messages you’ve received over the years. That way, you can be reminded of the good you have done over time to get inspired for the good you will do!
Business Best Practices
You know putting people first is the best way forward. Do this by providing exceptional service to reduce waste and reserve profits. It might be hard to adapt without the in-person interaction that a high I prefer but make face-to-face time a priority with tools like Zoom and Teams. Your role in this time is one of support and guidance for your clients. That means you might not be in the spotlight where you thrive, but you can do a lot of good.
Next Step for High Is
Make sure you’re making future plans. Daydreaming about everything you want to do after the quarantine isn’t a bad idea — it can help you appreciate your loved ones and favourite activities.
Stability, Patience, Great Listening Skills
Initial Reaction: Awareness, Not Panic
Our High Ss took the changes in stride and noted that it didn’t really affect their day-to-day as much as it might have affected others. The Steadiness that is their hallmark trait became very useful in this confusing time.
Focused Reaction: Sustain Business, Don’t Grow It
This High Ss are already prepared to do business from anywhere, remote work included. Their goal is to continue to provide dependable, predictable service while they wait for changes in direction. This reliability is a great comfort to clients.
“Great things will come out of this and make all of us more aware of things,” they said. There was no evident sense of urgency when interviewing the Ss, just confident awareness that this too shall pass.
Personal Practices
While you might have the benefit of big picture thinking and a cool head, others are panicking. Their reactions are not less valid than yours, even if they are less logical. Work hard in this time to acknowledge others’ points of view and shift your own communication style to reflect their urgency when appropriate.
The Ss ran into a challenge when trying to express the seriousness of the situation to their offsprings. Since they were calm and prepared, their children weren’t fully understanding the gravity of sheltering in place and the importance of social distancing. Shifting communication to match his style helped the Ss break through.
Business Best Practices
While your levelness and approach of a process is crucially important to your clients, you need to be careful in this time not to withdraw. It can feel easy for you to carry on, business as usual, but if you aren’t working outside of your comfort zone, you might fall behind your competition.
Push yourself to try new challenges! Your patience and awareness are great tools as you pursue new goals.
Next Step for High Ss
Make sure you don’t withdraw! A challenge that High Ss often face is fear of conflict or challenging situations and working remotely presents lots of opportunities to shrink away from both. Make sure you’re setting goals outside of your comfort zone to keep up with your competition!
Data Driven, Methodical, Risk Averse
Initial Reaction: Social Distancing? No Problem!
Our High Cs started the conversation by noting that High Ds and High Is were probably already missing interaction, while they were welcoming the distance. Their task-oriented nature made the shift to virtual much easier than it had been for their peers.
Focused Reaction: New Opportunities for Engagement
High Cs are at risk of withdrawing, especially with an isolated environment. This High C recognized a need to engage deeper on new platforms and put in high amounts of effort to connect with others virtually. The risk of disconnect is high, but many businesses might stick with a virtual model when the pandemic is resolved. High Cs can help their clients adapt to new protocol and procedures, but the relationship needs to be there.
Personal Practices
Focus on what you can actually control. A global pandemic is an unprecedented situation, so you need to be kind to yourself and think hard about ways you can realistically improve your situation and acknowledge the ways you simply can’t.
Losing your in-person brainstorming in a team has a large effect on people with High C scores. It’s worth it to put in effort to over communicate, rather than under communicate with your team. While the dynamics are different, virtual meetings just to connect and bounce ideas off each other are still very valuable.
Business Best Practices
Your clear head as a High C is great for your customers right now— you are well positioned to help them figure out the logistics of working virtually. Help your clients focus on the positive aspects of working remotely, like saved money and resources, and help them re-evaluate their business structure to come out of this crisis in the best position possible for them.
Next Step for High Cs
You might not be used to helping others look on the bright side, but your ability to see the advantages of our current state of business is crucial right now. Use your reasoning skills to help others!
