As you read in Jeannie's blog last week, learning is a critical component to any company’s success. We think it is so important that we will continue that theme today with great insights into meaningful continuous improvement.
One of the unique things about the way Butler Street constructs its approach to training sales teams that helps drive a sustainable revenue growth model is the continuous improvement series subsequent to our trainings. This is designed to reinforce the 6 key sales skills taught in training and to help an organization get “stickiness” with the new habits. But most importantly, and make no mistake about it, having a sales organization focused on being continuous learners WILL give you a competitive advantage and WILL lead to more customer wins.
But what does being a continuous learning organization mean? What actions can we take as leaders to ensure our teams are growing and becoming better professionals?
Here are a few ways to build an awesome sales team of progressively improving professionals:
Four Cornerstones of Success
The foundational culture for any successful organization is ensuring your team is consistently focused on a great Attitude, taking Personal Accountability for performance results and making the team better, demonstrating Perseverance both in overcoming day to day obstacles, and being constant learners, and finally, being in the Habit of doing all of the things successful salespeople do.
Training and Coaching
Sales training refers to an event that occurs as baseline education. We know from experience that while training normally provides a fantastic outcome, if the skills learned are not reinforced, they will quickly be forgotten and the investment in training will be lost. Sales coaching suggests a constant relationship between salespeople and their managers, with continued optimization and improvement as the focus. Coaching focuses on driving progressive improvement and mastering the skills learned in training over time.