Are your reps guilty of…
- winging it
- unable to say no
Although there may not be a judge around to deliver us a severe sentence… your reps’ prospects and customers do… in the way of not buying because reps aren’t focused enough to be the business partner they expect.
Today I challenge you… to present a 6 Day Do It Challenge to Sell More Today With 5 Minute Tool to your reps! I recommend beginning this on a Friday.
Sales Training Exercise: 6 Day DO IT Challenge to Sell More Today With 5 Minute Tool
Day 1 (Friday):
1. Distribute the 6 Day DO IT Challenge (or use one your team is familiar with)
2. Take 5-10 minutes with your team and allow each person to complete their plan for today
3. Once completed, everyone goes back to work their plan
Day 2 – 5 (Monday – Thursday Rinse and Repeat):
1. In pairs or small groups, ask each rep to review their accomplishments, successes or even the failure to complete the plan. (Allow 5-15 minutes depending on number of people in each group.)
2. Distribute another plan worksheet and once again, take 5-10 minutes to complete for the next day.
Day 6 (Friday):
1. In pairs or small groups, ask reps to once again review their accomplishments, successes or even the failure to complete the plan. (Allow 5-15 minutes depending on number of people in each group.)
2. In same pairs or small groups select a discussion leader. Ask the reps to discuss the following with the leader taking notes and prepare to share their group’s responses:
a. What if anything was different in how they prepared for sales calls, the advancement or close of any deals, or anything related to meeting their sales targets.
b. Personal lesson learned by completing a planning form each day, take-away to continue, help or resources needed to continue.
3. Allow each discussion leader to report highlights from their team.
4. Add your final observations and encourage your team to keep Doing It!
Whenever I’ve done this exercise with a team, everyone had a better week making connections, advancing more sales and closing more deals.
Good luck to you… and let me know about your team experiences and how it gets you closer to achieving your sales targets!