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SALES TRAINING OPTIONS 2

Face to Face Training

Many consider this to be the "old way" of sales training. Getting a small group of 10 to 15 sales people in a room and getting them to learn by role playing, working in teams on case studies or working on their own live accounts.

We believe if done properly, face to face training still is very engaging and can actually translate into changes in behaviour back in the field. However, it is often a mismatch of thinking, part product knowledge dump, part case studies that aren't appropriate to the participants and part humiliation of the people chosen to stand at the front and role play in front of their peers.

Our view is simple, we want to create an environment where real learning can take place, and sales people are encouraged to try new things. So small teams of three for the role plays, with each team member taking it in turns to play the sales person, the customer and an observer, who leads the feedback sessions positively.

We also now make a virtue of not using PowerPoint. Each participant has their own workbook containing the exercises (individual, pairs, threes and teams) and space to note down the information from the various exercises and flip chart sessions. Why do we recommend this approach. Its fresh, its fully interactive and very engaging for both the facilitator and participants. Too many facilitators hide behind a snow storm of PowerPoint charts and technology.

Add some DVD sessions into the mix plus some team competitions and we are starting to get a lively session. We would also recommend finishing off with action planning - what are they going to change, what will they do differently following the training. Even better if this is shared with their managers and sales coaches.

Please see The way forward for a better approach to sales training.