In 2006 I discovered the practice of Fractional Sales Management before it became an emerging…
In this Sales Leadership Quick Tip Video I share a personal experience where I learned that pushing content material and over prepping for sales meetings is not always the best way to facilitate learning.
After this experience, I decided to be a less rigid teacher and instead find things that can help people become proactively involved. As a result, I learned to make learning experiences more active and interesting.
One way I do this is by finding a good book, a video or a podcast of an interesting and strategic topic. This can also be a good time to involve your sales people. For example, they can decide on a topic that they would like to explore. If your sales team picks the subject and source, they may be more interested in it. This helps them to buy in to the information presented. Ultimately, they will feel more responsible for applying it.
Encourage the team to take notes on what they are learning. I ask questions such as, “How would you apply that in your sales process?” You can watch them learn as they discover and discuss with their teammates.
When the time is right, I ask them to report back to me with how the application helped in their plan of action. I draw out the processes that worked for them and help them discover what did not work. This keeps the new information in the forefront of their sales approach.
Consequently, discussion, group discovery and reinforcing application can be more powerful than book knowledge. Watch the video to find out more.
Subscribe to my YouTube channel