El miembro de su equipo está luchando con nuevas técnicas de venta. ¿Cómo puede ayudarlos a adaptarse de manera efectiva?

Having an open and empathetic conversation is key when a team member struggles with new sales techniques. Acknowledge the challenges and ask questions to understand their specific pain points and concerns. Share experiences of learning and growth to show that it's a shared journey. Offer tailored guidance and support, such as role-playing exercises, shadowing, or additional training sessions. Encourage sharing strengths and ideas to build upon them. A supportive and non-judgmental space fosters confidence and empowerment to adapt and thrive. Celebrate small wins and progress to reinforce positive habits and motivate continued improvement.

Steal my 5 point sales coaching formula: 1) Tell 2) Show 3) Do 4) Watch 5) Adjust & Repeat.... 1. Tell them what to do, why to do it and how to do it 2. Show them what to do and how to do it (role play) 3. Do it in real life with buyers while they watch 4. Watch them do it with real buyers 5. Give feedback, make adjustments & Repeat Most sales managers just do half of step 1 (they tell their people what to do and why to do it if they're lucky!)

Ensure your team's success by: - Defining SMART Objectives: Establish Specific, Measurable, Achievable, Relevant, and Time-bound goals. - Collaborative Planning: Work together to set short-term targets that guide their journey with new sales techniques. - Measuring Progress: Help them understand what success looks like and track their achievements. - Celebrating Wins: Recognize small victories to keep motivation high and reinforce investment in their development.

Enhance your team's sales skills by: - Simulating Real Scenarios: Create realistic situations that team members might face. - Guided Practice: Walk them through the sales process, offering support and direction. - Immediate Feedback: Provide constructive feedback right away to refine techniques. - Building Confidence: Help them become comfortable with new methods in a low-risk setting before real interactions.

💬When rolling out a new product, tool, or methodology, role playing is key. I always put my money where my mouth is and ensure I'm one of the role-players to start the training. Before I ever ask the team to do practice in front of others, I will model the way first. Seeing their coach do this first, will give the team more confidence and also a higher likelihood of more pleasant participation. 😁

In my experience in pharmaceutical companies, role play is part of the training process. It provides a practical and engaging way for team members to develop and refine their sales techniques. It allows them to simulate real-world scenarios and practice their responses in a safe and controlled environment. This hands-on approach helps them internalize new methods, receive immediate feedback, and make necessary adjustments on the spot. By using role play, team members can build confidence and competence, ensuring they are well-prepared for actual sales interactions. This method not only improves their skills but also fosters a deeper understanding of the products and customer needs, leading to more effective and successful sales outcomes.

Share resources multiple times in various ways. 1. In training - show the resources, how, and when they will use them. (Link the resources in the deck) 2. Mention them individually throughout the next 3 weeks in Teams channel or Slack. Share with a quick audio or video message. 3. Ask team members to share how they've used the resources. Prep one member to share first, who you know has used a tool and has a success story. 21 days to set a new habit. Stay on top of these resources!

Keep your team on track with new sales techniques by: - Regular Check-ins: Discuss experiences, challenges, and successes frequently. - Adjust Goals: Be flexible and update objectives as needed based on progress. - Continuous Feedback: Provide ongoing, constructive feedback to guide improvement. - Supportive Stance: Understand that progress can vary and maintain encouragement throughout.

Three ways to monitor progress: 1. Survey - anonymous or not, up to you 2. Ask to attend sales meetings as a fly on the wall and listen to the new pitch. 3. Set goals for specific pieces of the new pitch / technique. Track results via the software you use, or call evaluations.

Boost your team's resilience with new sales techniques by: - Normalize Setbacks: Reinforce that challenges are part of the learning curve. - Promote Persistence: Emphasize the importance of sticking with the process. - Foster Growth Mindset: Encourage learning from mistakes and viewing challenges as growth opportunities. - Provide Support: Offer consistent encouragement to help them push through difficulties.

In general, sales people will do best when they don't have a set script to stick to. They will get "all up in the details" and the result is their A game is gone. Share specific examples, including a talk track or script framework. BUT, give the team an opportunity to practice and create their own version. If there are certain pieces that are non-negotiable, create a scorecard so team members also know what is expected. Use the scorecard for coaching and observations.