Sales best practices for improving sales win rates, shortening the sales cycle and increasing overall quota attainment. Sales strategies to make revenue growth repeatable, and scalable
When your new recruiter or new sales rep walks through your door on day one you should have two objectives; make them feel welcome and part of the team, and ramp them up to quota attainment as quickly as possible. The shorter the ramp up the quicker they build confidence and start adding value to the business.
Don’t worry, you’re not alone if you are not familiar with the term microlearning. It’s not a new concept, but it has been a hot topic trend that is proven to improve employee training including learner retention and adoption of new skills and knowledge. While chunking training content down into short bite size pieces has been around for some time, we are seeing an increased focus on microlearning as a significant element of an organization’s overall sales training strategy and delivery model. Below I share with you a brief overview of microlearning including 8 benefits to microlearning.
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According to an HBR article, U.S. companies spend over $70 billion annually on sales training, and an average of $1,459 per salesperson — almost 20 percent more than they spend on training workers in all other functions. Yet, when it comes to equipping sales teams with the relevant skills and knowledge, the ROI of sales training is disappointing. Studies indicate that participants in traditional instructor based training forget more than 80 percent of the information they were taught within 90 days.
There is a lot of buzz in the eLearning world about gamification. OK, I understand you might not be following trends and best practices for the training, learning & development industry but let me share with you how this impacts the growth of your IT staffing business. Gamification is a learning methodology where you take gaming mechanics and design that you find in a video game and incorporate it into your sales training to create a more engaging learning experience. Studies have shown that gamification is a powerful component of online sales training to engage employees and change behaviors and drive skill adoption and innovation. Gamification is used to help learners apply what they were taught through real life scenarios but in a controlled environment. Sales training courses that apply gamification incorporate elements such as story lines, rewards, badges, certifications, challenges and analytics.
“Social learning” has been a hot buzzword in the world of training, learning and development for several years yet many people still often ask what social learning is and often get the term confused. In this post I'm going to share with you what social learning is and how adopting social learning into your sales training program can provide three core benefits to not only accelerate learning but also improve employee confidence and self-esteem, all of which drive improved performance.
With more and more staffing firms recognizing the benefits of online sales training, many staffing leaders are investing in Learning Management Systems (LMS). But selecting the best Learning Management System for your company can be painful as it takes a great deal of time. There are so many considerations to account for such as whether or not the Learning Management System has the features you're looking for, or if it's going to fit into your company's training budget. Just Google "LMS" or Learning Management System and you will turn up thousands of options.
Last month I had the opportunity to host a workshop for the Massachusetts Staffing Association. I covered a wide array of topics but the overarching theme was on principles for building a sustainable and scalable sales culture for staffing firms.