I’m not trying to do myself out of business with this statement, but salespeople need far more coaching than typical salespeople receive. While there are many good seminars and presenters in the marketplace, there are simply not enough regular seminars in your town or city for that method of training to be sufficient to develop a winning team.
In addition to external seminars, the leader has to step up and coach.
If you do not have this already, your office must have a comprehensive training library of books, recordings, manuals, and DVDs. Ideally there should not be any problem your sales team faces that cannot be solved by a program that is in your training library. This is what the Pittard Training Group strives to provide its members and it is essential.
How does the leader coach?
First of all, to be effective, YOU must know what is contained in those programs. This means that you have to study.
You then conduct regular training meetings (one or twice per week, depending on your team’s overall skill level). But you don’t just play a DVD or recording. You stop the program at regular intervals and discuss points raised by the presenter of the program. Get the team involved. Get the team THINKING.
Watch for who takes notes and who does not. Anybody who does not take notes is either arrogant or stupid. Either that, or they have a photographic memory. I have only ever met one person who had one.
Role Plays are a great way to keep the team involved in training. This is what Steve Chesterton, winner of Leader of the Year at the 2010 Australasian Real Estate Awards, said about the importance of Role Plays:
“Every second Tuesday, we sit down for 1