Cancel boring sales training | Built in Austin

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Barrett Sellers would like you to consider incorporating some silliness into your sales training.

As the senior director of global revenue activation at SailPoint, a security software provider, Sellers suggests that laughter and levity can turn boring sales training sessions. Engagement is especially important when most workouts are virtual and Zoom’s fatigue is all too real. Vendors add specialized costumes and backgrounds to quick training sessions, making development smaller and more fun.

This may be surprising in a field notoriously fierce and prone to a sink or swim mentality. But sales training is proven to be important to meeting sales goals, and creating an engaging program is key to maximizing those benefits. Given that organizations spend an average of $ 2,236 per salesperson each year on training programs, it makes sense for leaders to go the extra mile to ensure that their sales programs produce a high return on their investment. Better sales programs produce better sales teams.

There are a number of strategies that sales managers can use to give training an edge. Built In Austin spoke to salespeople and a VP of MVF Global about the proven strategies they use to get the most out of their sales training programs.

Barrett sellers

Senior Director, Global Revenue Enablement

SailPoint is an identity security solutions software company.

How often do you organize training sessions with your sales team and what do these training sessions consist of?

At SailPoint, continuing education is one way to ensure our success. We support our new sales team members through the sales onboarding, which we run every two months and includes six highly interactive half-day sessions. Crew members participate in this strong certification academy that offers instructor-led webinars and self-service training. Our top employees across product, marketing, sales engineering, sales operations, and sales lead these training sessions, providing knowledge through storytelling, whiteboard, breakout sessions and demonstrations.

It is imperative that our sales managers also prioritize structured continuing training within their teams. Our frontline managers learn how to run their business through our Top Gun Academy, where the best of the best in the field, along with executives, discuss the fundamentals of business and management in hands-on workshops. Managers often incorporate training into their regular team meetings to deal with a variety of important business issues. We make sure to inject humor into all our training programs to foster a positive atmosphere and energize participants.

We make sure to inject humor into all our training programs to foster a positive atmosphere and energize participants.

What techniques or approaches have you found particularly effective in sales training?

With virtual work, people find themselves double and triple booked with meetings. So it’s more important than ever to offer a self-service training option that team members can access at any time. We are recording all webinars and instructor-led training to make the content accessible to those who were unable to attend the live sessions. Online learning is essential and we integrate gamification to engage participants.

Keeping attendees engaged is our number one priority, which can be particularly difficult compared to Zoom. We train presenters to use very few PowerPoint slides and to include questions, polls, quizzes, contests, and other interactive elements in their training sessions. We also love having a theme – whether it’s a Zoom background or a full costume, we’ve found a theme to be a fun way to break the ice and get to know the band. Laughter, lightness, and shorter sessions help our audience retain important information.

How do you rate the effectiveness of your training sessions and how do you use this information to refine your approach to training over time?

During and after larger training events such as onboarding and the annual launch, we ask trainees to give us feedback via surveys. If something goes in the wrong direction, we dig deeper to find out why and make adjustments. Hearing the voice of our internal customer is crucial to our success. This crowdsourcing allows us to build programs that prepare them for success. We also engage directly with alumni after they have taken the training, asking them to share recent victories where they have leveraged the techniques they have learned.

We rely heavily on data. Are our sessions consumed? Which subjects are behind schedule by region? Do we see more deals to be closed? Are we noticing any trends that could be seen as gaps? Does ramp time decrease for new hires? These are just a few of the many questions we ask ourselves when reviewing data to refine our training programs.

John evans

Senior Vice President of Sales

MVF Global is a data driven marketing platform.

How often do you organize training sessions with your sales team and what do these training sessions consist of?

Learning and development is an extremely important part of MVF and has been a major focus for us in recent years. Every new member of MVF’s sales team attends The Sales Academy, our in-house training program that covers the fundamentals of selling at MVF, including our history as a company and where we seek to go, how to sell our platform to a range of different companies across multiple industries; and how new partners are integrated in a way that will prepare them for success.

All sections of the academy are led by senior members of the sales team in the form of presentations, roundtables and reviews, alongside the day-to-day work of reaching out to prospects, building a pipeline and ultimately to create a portfolio of partners.

After graduating from the Sales Academy, each member of the US team receives an annual training budget of $ 1,500 which can be used to fund external courses including “Winning By Design” and “Why You, Why You. Now ”by Jeff Hoffmann as recent examples.

Beyond the Sales Academy, we also schedule regular sessions for the team to prepare with topics for discussion, knowledge to share and new challenges to overcome as a group.

Each member of the US team receives an annual training budget of $ 1,500 which can be used to fund external courses.

What techniques or approaches have you found particularly effective in sales training?

During the Academy, we prioritize input metrics such as call time and the number of meaningful conversations held to identify where each person needs more specific support to provide them with relevant coaching.

I remember a time when I worked with an Academy member who worked well with both their dial count and overall call time, but struggled to have the right conversations with the makers. . After performing a situation role play to understand her approach, I asked her to come to a coaching session with three recordings of calls she had recently made. Listening to them, we looked for strengths and opportunities to improve before coming up with an action plan to improve his speech for the next time. We ran a few of these sessions over the course of several weeks and saw a marked improvement in her rate of creating opportunities that ultimately saw her pass the Academy and become a valued member of the sales team.

Through this approach, where we have encouraged them to take the time to really understand what our ideal partner looks like and their own personal processes, we are able to keep our team to very high standards.

How do you rate the effectiveness of your training sessions and how do you use this information to refine your approach to training over time?

Comments are always encouraged within MVF, so we ask, “What went well? And identify “even better if” as a means of constantly improving our training and support.

The Sales Academy has evolved tremendously since I started running it in 2019. A recent example of this development can be seen in one of the latest Academy modules which was originally created by our Director of Sales. group sales, Samairah Maqsood, to focus on negotiation. technical. As we are constantly developing the way we sell and creating partnerships with our customers, we are constantly updating training materials to include recent and real examples of successful negotiations that the sales team has actually used.

Another example we see is the creation of new training sessions. Since centralizing training into a Global Sales Academy that brings all of our sales teams together in the same program, we have added five new modules, including one that allows senior team members to present their best tips for powerful outreach. based on their own successes and failures.


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