How to Train Sales Teams and Get Results

Last updated on: Published by: Greg McBeth 0

Summary:One of the earliest steps in my professional journey — a stint as an SAT  and ACT preparation instructor for college-bound students — has unexpectedly prepared me for training sales talent. Here’s what standardized test prep has in common with coaching sales professionals in high-pressure settings.

As a college freshman, choosing to teach SAT and ACT test preparation courses to high schoolers was pretty much a no-brainer. It offered scheduling flexibility and a convenient location less than a mile from campus. Plus, it paid well. I continued teaching part-time even after I graduated.

After several years of teaching SAT prep classes, I realized that how I taught had a direct effect on the success of my test-takers. If I communicated effectively, worked to actually understand my students, exhibited interpersonal skills, and demonstrated patience, my students tended to do better. I never forgot that lesson, and it became even more relevant after I entered the emerging, fast-paced software-as-a-service industry and started training salespeople.

Effective sales teams are always learning. However, it takes a willing, able mentor to teach people how to not only absorb facts, but also to apply them effectively to snag and retain clients. To teach effectively, it’s important to understand how people learn and how quickly they do so. The reality is that everyone learns at a different rate, and you can’t usually make James learn more quickly than Aubrey if that’s not his speed. At the same time, almost everyone learns faster by doing versus listening, so guided repetition with tons of feedback is key — no matter who’s in the student seat.

When you pair a trainer who has a strong desire to teach with salespeople who are eager to build their skills, you can jump-start any corporate sales team and keep the team members reaching for better “scores.”

Webinar: Fueling Explosive Revenue Growth with a Kick-Ass Sales Incentive Program

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The world may be upside down, but sales teams still have big revenue goals ahead of them. Whether it’s to preserve and grow existing business, or to scale to close new opportunities and logos, salespeople across the globe are grinding to keep their companies afloat (and are due for a much-needed break). 

As a sales leader, what’s your plan to keep your team motivated & producing the activities and behaviors needed to drive your goals for revenue growth? (hint: it shouldn’t just be salary + commission). 

In this webinar recording hosted by Sales Hacker, G2M Founder Greg Mcbeth joined a panel of sales & revenue leaders to share tips on how to design a kick-ass sales incentive program that’ll keep your team productive & motivated to crush its goals.

What you’ll learn:

  • How to adjust your mix of commissions, incentives, sales recognition, and SPIFFs to maximize revenue growth
  • A deeper understanding of what your reps actually want
  • How to forecast customer demand for more effective goal-setting & incentive planning
  • Ideas for incentives that build community and connection while your team is working remotely
  • Alternatives to big events like President’s Club and sales kickoff that are being disrupted by the pandemic

Webinar: How to Build Connections to Build Your Business and Career

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Connections form the basis for every interaction we have throughout our lives. And while many factors contribute to our professional success, the strength and quality of our connections are much more important than people realize. Don’t believe it?

Ask yourself: Would Jared Kushner work in the White House if his father-in-law wasn’t President? Or would Nic Cage be an actor (let alone a headliner) if he wasn’t part of the Coppola family? Ok, ok, “The Rock” was great—there’s no doubt that Kushner and Cage owe a large chunk of their success to strong connections with the right people.

In this webinar, we’ll discuss the science of effective connections and how to make the most of technology and connection-first processes to improve how sales leaders manage their personal success and the success of their teams.

Use Psychology to Sell More

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LinkedIn’s “2019 Global Talent Trends” report revealed important truths about the future of work: Over 90 percent of talent seekers believe soft skills are critical to the future of recruiting, and 80 percent say those soft skills are growing more important to company success.

Soft skills, or personal skills that help people communicate with others, can be the difference between getting a startup soaring or keeping it on the ground. Entrepreneur and business philosopher Jim Rohn advised, “Take advantage of every opportunity to practice your communication skills so that when important occasions arise, you will have the gift, the style, the sharpness, the clarity and the emotions to affect other people.”

In college, I enjoyed coursework in psychology, which provided insights into human behavior and better ways to communicate in sales and business. The best insights I learned in the field are that buying behaviors are largely driven by emotions and then justified via logic. It’s a lesson every entrepreneur would benefit from learning.