Most organizations today are on rapid- ramp mode, so the majority of frantic requests I receive every day want training — lots of it! — for everyone in their inside sales organization, at anytime, and for every sales reason possible. They all ask for the same result: “We don’t want you to walk in here, train and motivate our sales teams, and then 6 months later we are right back where we were before.” They want that training to stick and grow as they grow. And I’m happy to oblige.
Building a sustainable sales training culture requires paying deeper attention to the entire inside sales organization so that it inserts itself into the DNA of the organization. Managers/coaches and quality assurance folks must all be committed to reinforcing it. They are the ones who will give it the life and legs to keep it going long after we leave.
As inside sales organizations continue to build their complex structures, staffing the right teams and talent help sustain growth. In fact, all of these titles can have roles exclusively dedicated for training reinforcement:
- VP/Director of Inside Sales
- Inside Sales Managers
- Sales Coach
- Quality Assurance
- Team Lead
- Lead Development
- Inside Sales
- Hybrid Inside Sales
- Renewals
As a sales training vendor, we no longer design just the front-end of training but the back-end too: that’s where the reinforcement comes in.
Finally, we talk straight to the Millennials who dominate the inside sales new-hire circuit. Training designing and delivery must meet them on their terms. Remember college? This photo says it all.
No Comments Yet