Podcast episode
The Science of Sales Training & What Top Teams Do Differently | 30MPC Playbook
30 Minutes to President's Club12 Dec 202429 min
Description
Mark and Armand walk through the steps needed to provide effective ongoing training to your sales team. ACTIONABLE TAKEAWAYS Use a capability & cognitive load matrix to decide what to focus your training on The best person for the job to be running that training and sales enablement is the most respected rep or manager on the team Train your managers before you train your teams Establish existing weekly rhythms then drop the reinforcement into one of those existing rhythms so you're not adding new meetings RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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versus the number one rep on my team is running stock options 101? Not that much of a difference. It's like basic definitions and industry knowledge and stuff like that. So I find that enablement can teach pretty darn well with industry stuff. They can teach okay with product stuff. “They can teach pretty poorly with sales stuff.” Again, unless you get an enablement person who's a total ace who has sales experience. And I know this probably hurts for some enablement people to hear, but this doesn't mean that your job isn't valuable. What it means is your job is not the actor on the set. You're sitting in the director chair.
who's trying to understand what they should even train their team on. And then the VP of sales knows I need to train my managers, but can you make sure that we have a rhythm in place? Can you help them build the decks? If you have a super rep who's vomiting information at you, can you help them structure that information? You're the director and the producer that's making sure that everyone gets on set, “but then let the actors be the one” who are actually delivering the script. No doubt. And listen, we've talked a lot about street cred in this podcast. If you as an executive aren't willing to model the training or do the role play, you have to be a part of the training. If you're a CRO or VP of sales,
When we are prepping podcast guests, this is literally how we prep them for an episode like this to make sure that it's actionable, which is the number one biggest criminal mistake that sales managers or leaders make is they run these academic theoretical trainings that reps don't actually understand. So step number one, whatever topic you are picking, break it down into three steps. “So for example, cold calls, you have your opener, your problem prop, or your value prop,” and then you have objections. Discovery call, you have your agenda, you have your discovery questions, you have your next steps. Within those, you can also break those down into three steps. So for example, discovery questions, you could say, hey, we're going to start with the situational questions. Then we're going to talk about the problem questions and the impact questions.