Emerging from the Recession:

What’s Sales Training Got To Do With It?

Organizations need a strategic approach to grow during the economic downturn, but too often companies are focused more on cutting back to survive rather than investing in their people to thrive.  Sales people are ready for change, they are even welcoming it.  This is the perfect opportunity to transform bad selling habits and instill effective sales methods.  The present economic climate has both given your organization the opportunity to build a powerhouse sales team, and made it essential that you do so.  Those companies that invest in their sales team and train them to be all-stars will rise above the competition and emerge from the recession with flying colors.  Training your sales people to succeed will not only prepare them for tomorrow, but also show them they are a key part of the organization today.

Are employees really welcoming change?

It’s no secret that sales have become tougher to make over the last year…the playing field has changed dramatically.  It’s time to switch-up your sales team’s habits and teach them to look at the sale from a different angle.  According to Neil Rackham, known worldwide as the “Professor of Selling,”  “recession is a powerful stimulus for behavior change.” 

Take a look at the typical sales players.  Every sales organization has them, or has at least heard stories of them:

• The Wave Riders -  Those who have been riding the wave of the same handful of accounts for years – and are now drowning in the wading pool trying to catch a rope.
• Average Joes - The average sales reps who typically just gets by and now can’t get anyone to buy.
• The Old Schoolers – Always have been resistant to change, and you always thought they would be….until now!

At this very moment in time, your sales people are more apt and willing to learn and make behavior changes, because if they don’t, they just might not stay a-float.   Change is all they’ve got.  Heck for the first time, they are welcoming change and as an organization, you need to provide the training to make change happen!  Instill the behaviors now that will put your sales organization ahead of the game today - and uncatchable in the future.

Build Your Powerhouse

Now is the time to commit to building a powerhouse team that will emerge from the current economic hard times ready and prepared to dominate in the future opportunistic times.  Develop the one element that will set you apart from the competition – your people.   Implement the performance improvement plans that will arm your sales team to succeed. 

According to Rosabeth Moss Kanter, professor at Harvard Business School, ”In this tough economic environment, if you wait too long to envision and implement transformational changes, you are out of the game.”  The organizations that realize this is a time of opportunity, a time to develop a winning team, and a time to get ahead, will thrive in the future. 

The available talent pool is overflowing with quality candidates.  There is an entire team of first round picks out there, so if you can afford to scoop them up, do it!  Then, bring them up to speed with your best practices through sales training and development.  When the time comes, your entire sales force will be jiving like the LA Lakers in the NBA Championship game. 
  

Investing in Sales Training - (What it shows your people and your customers)

From the words of Paula Ketter, Editor of T + D Magazine, “People are the real assets of your company.  It is really short-sighted to say you’re not going to invest in your people.” 

As the economy ramps back up, so will hiring.  You can’t afford to lose your top performers to your competitors.  Investing in your people through development now, shows they are a key asset to the company today, and in the future.  Personal skill development also gives people direction and focus. This is essential when minds could be wandering due to uncertainty and despair about the future.  Training can be a useful and motivating tool to keep your sales people charging ahead rather than looming in thoughts of insecurity. 

In today’s market, customers have the upper hand - With all of the offers of options and deals and discounts, (OH MY!), sales people must be able to show customers that not only are their products of value, but as a sales rep, they are a valuable resource as well.  Customers want to buy from sales people that are knowledgable, personable, and aware and in tune to the customer’s needs.  Through training your sales team, you can assure they are equipped to offer the “full package” to the next potential customer they encounter.

“Train Through the Pain”

While it may seem hard to justify at the moment, investing in training for your sales organization will prove to be a valuable expenditure when you are taking market share in the new economy.  The need to spend conservatively is to be expected, but avoid slashing where it hurts the most.  Cut-backs on sales training can prove to be detrimental, especially when the one surefire asset you have to rely on during uncertain times is your people and their performance.

About The Next Level Sales Consulting

The Next Level delivers performance consulting to sales organizations, client service organizations, and call centers. We focus relentlessly on boosting the key metrics that matter most to your business.

To learn more about how to take your business to The Next Level, contact us at 310-643-7700 or visit us at www.nextlevelsalesconsulting.com

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