People love to talk about work-life balance – however, I think many of us secretly feel that balance never really happens! Today, we allow life to become more integrated and no longer compartmentalize our time, networks or energy. We can take our work with us via smartphones wherever we go, and through that same device, take our life with us to work.
In the same way, sales rep development (training, coaching, tools) and sales rep selling activities should be integrated. Training efforts must go with sales reps when they are in the process of selling. and selling details must come to sellers when they are training. Yes, initial training and certification is critical before reps are put in front of a customer, but sales steps can be feathered into the training to make it more practical. Likewise, ongoing rep development and training should be blended into the sales effort once reps are certified to sell. Here are some ideas on how to make this happen:
Integrating rep development efforts with selling activities drives better retention, utilization and confidence in the knowledge, skills and expertise that reps need to sell effectively. Improved rep competency translates to improvement in rep performance. What is one thing can you do to drive rep development into the daily selling activity of your sales reps?
Nancy Maluso is a Research Director of Sales Enablement Strategies at SiriusDecisions. Nancy is a seasoned practitioner with more than 20 years of experience in sales leadership, sales enablement and product management, along with marketing roles at organizations of all sizes. Follow Nancy on Twitter @nmaluso1.