Home And Garden Articles

Train a Winning Sales Team: Rounding Third and Heading for Home

Although I never met the man, I imagine Lou Boudreau would have made one heck of a field sales trainer. In 1942 the 24-year old Cleveland Indians shortstop was promoted to player/manager of his team, and for the next eight years Boudreau did what we, as trainers, are called upon to do every day: demonstrate success, inspire success and cultivate success. Think of it as the triple play of sales training.

DEMONSTRATE

A seven-time All-Star shortstop, Boudreau was only the second manager to take the Indians to a World Series Championship, and no one has done so since. Clearly, he was a man who demonstrated success. As field sales trainers we must similarly make success a habit. A field contact with a trainer may be the first "in situ" opportunity a new rep has to test their impressions of the company, and possibly selling in general. Is what we say consistent with the corporate sales direction? Is what we do consistent with what we say? Most importantly, are we successful at gaining customer commitment and moving the sales process forward?

Inexperienced reps may need guidance on effective territory management and specific techniques for gaining access to prospects. Experienced reps are more familiar with the demands of the position, so their concerns are usually more territory-specific. Their willingness to accept us as role models may depend on how well we demonstrate successful resolution of field challenges: "The key thought leader in my area is on the speaker's bureau for Competitor X. How can I compete with that?" "Most of my key decision makers won't see reps. What can I do to impact their decision making process?" Established reps need to know that we have successfully overcome similar challenges and can give them strategies to do the same.

Demonstrating success is also vital because as field sales trainers we hold a uniquely dual role in the sales organization. In addition to the time we spend training and coaching sales reps, most of us are responsible for increasing sales and growing market share in our assigned territories. Our ability to manage our time and territory productively is vital in order to reach our own performance goals.

INSPIRE

Selling is fun when sales are good, but experienced reps know that's not always the case. Without any warning you run smack into a competitor's newly expanded sales force. Your blockbuster technology launches with software challenges. You spent your weekend studying a new clinical reprint, but every doctor you see wants to talk about last night's exposé on the cost of prescription drugs.

Inspiration is our second wind. It keeps us focused on the big picture when our progress temporarily stalls. It's a safe bet that all sales reps want to succeed... a good trainer will inspire them to succeed. The wanting gives us aim, but it is the inspiration that makes us reach. Hall of Fame pitcher Bob Feller understood the power of inspiration to drive performance: "I remember in 1948... I was having a rough season, and instead of replacing me Lou (Boudreau) said 'We're going to sink or swim with Feller'. After he said that I won 10 of my last 12 games. He instilled a confidence in his players they never forgot."

In the final analysis inspiration is unique to the individual, so figuring out how to inspire our sales reps may be the most challenging aspect of being a trainer. It can also be the most rewarding.

One way to inspire success is to celebrate its many forms. Baseball fans illustrate this perfectly. Do they wait soundlessly for the final out in the bottom of the ninth? Of course not! They cheer every solid crack of the bat... every difficult catch... every stolen base, because they recognize that each of these small successes brings them closer to their ultimate goal. The more skillful the play the more fervent the cheer, which motivates the athletes to stretch their abilities to achieve even more.

I think the single most inspiring thing you can do is to pay attention to your reps. Don't wait until the bottom of the ninth to commend their progress. Make a point to notice their incremental gains and celebrate their success!

CULTIVATE

When I first started in sales I thought I should be just like Gregg, the most successful member of my team. I stifled my own personality and conducted my sales presentations as if I were Gregg, copying his voice inflections, the rhythm of his speech, and even some of his jokes. It wasn't long before I began to suspect that his achievement was more a matter of luck than skill, because clearly, this selling approach was a failure!

In truth, the failure was mine. By rejecting my personal style I had violated one of the fundamental principles in cultivating success: respect individuality. Gregg's approach worked for him because it was his. When I rediscovered my style and trusted my own instinct, that's when I developed success. When Boudreau was promoted to player/manager his team was made up of more than just shortstops. He led his team to victory by relying on each player's unique strengths to overcome the challenges of their position. Whether we are working with new or veteran reps, we must respect that their individual traits and talents have gotten them this far. Our job is to expect more.

How can we help our reps progress from expecting more to achieving more? By encouraging risk taking and new behaviors. Too conservative a team culture makes it difficult to raise the bar; few are willing to reach higher, for fear of falling short. As trainers we should be first at bat, risking innovative approaches and new ideas. Boudreau wasn't afraid to think differently. He recognized that teammate Bob Lemon was misplaced as an infielder, so he reassigned him to pitcher, liberating Lemon from mediocrity and helping him achieve MVP/All Star status.

BATTER UP!

Just as a coach can't swing the bat for the player at the plate, we can't be with our teams every play of the game. We must share our best techniques for sales success, so that when split-second adjustments need to be made, they have the skills to make the right ones.

"I can't be with you every day" has become something of a team slogan; a reminder that ultimately we each bear responsibility for creating our own success. As trainers our mission is to teach the art of unflinching self-assessment. Perhaps the most important thing we can give our reps is the ability to evaluate themselves honestly and specifically. Once they master that skill set they will be rounding third and heading for home!

Copyright ©2004 by Sally Bacchetta. All rights reserved.

Sally Bacchetta - Freelance Writer/Sales Trainer

Sally Bacchetta is an award-winning sales trainer and freelance writer. She has published articles on a variety of topics, including selling skills, motivation, and pharmaceutical sales.

You can contact her at sb14580@yahoo.com and read her latest articles on her website.

Other Article Sites

findabook.com  moneycd.info  a-mortgage.info   about-lemon-laws.info  aboutstudentloans.info
all-about-publishing.info  auctions-articles.info  bestcollege-university.com  bestispconnection.com
biblefolder.com  blogger-website.com  books-used.info  brokers-guide.info  buywindows.info  cable-dsl.info
career-miner.com  carpel-tunnel.info  cashinaflash.info  cashloanreviews.info  casinobell.com  chat-house.info
clearmycredit.info  collegeloantips.info  crones.info  depression-articles.info   dirnic.net  dishguides.info
divers-below.com  expodog.info   financewizz.com  fire-insurance.info  getgood.info  handleit.net   it-idea.info
health-supplies.info  hosting-right.com  insidealert.com  insurance-facts.info  jobs-employment.info
justgood.info  lookgold.net   lowcost-travel.info  money-source.info  myhostzone.info  numisblog.com
peoplesearchfinder.info  pr-articles.info  realeas.com   refinancing-guides.info  spyware-remove.info
telelot.info  the-law.info   toppaid.info  travel-deals.info  travelcorrect.com  wedding-guide-site.com
your-blog.info  your-credit.info

MORE ARTICLES:

Home Equity Loans: Access To Cash When You Need It
The home equity loan is perhaps more popular than ever as more and more homeowners are realizing that they have the money that they need on hand if they really need it There are many times when it may be appropriate to use the cash that you have in your house, but people must decide for themselves when and why they take out such a loan

Operate Your Home Business Over The Internet
The age of the Internet has created several types of commodities, including that of a home business.Many people who earlier used to go to work to support their families, are now working at home.Those who are lucky enough have realized the difference between supporting themselves with a homebased business, instead of having to depend on disability income from the state.A homebased business helps them to spend less time at the office, and more quality time with their friends and families.

Home Business Advertising
There are many ways that you can advertise your home business in such a way that allows you to maximize your potential and work with the amounts of money that you do have to allow yourself to actually get the most out of your advertising.

Working At Home: When You Are Looking For Something Better Than The 8 To 5 Office Work
Are you one of those young parents who would like to be home when your kids get home from school? If you are one of those young parents who have always wanted to have more time with your kids while they are growing up, you should try to find a way to stay at home and earn at the same time. There are many income opportunities out there that would not really require you to report to the office from 8 to 5.

Which Type Of Home Equity Loan Is Right For You?
Choosing a home equity loan that is right for you takes lots of thought. The first thing you should know is that you are putting your house down as collateral and if you are unable to repay your loan, the bank can sell your home to recoup it losses. Before you decide what type of loan to take out, make sure you are comfortable with the idea of placing your home down as collateral.

How to Select a Video Display for Your Home Theater
First of all, don't assume you need a huge video screen in your media room. If your screen is too large, visual fatigue will detract from your theater experience.

Engaging In A Home Based Business Opportunity Network Marketing
Doing business online is one of the ways for you to earn income while staying at home. A home based business opportunity network marketing can help you earn good money without really having to invest a large sum of money on stocks and inventories. However, before you engage in home-based business opportunity network marketing, there are a few things that you should know about this opportunity. First, you should understand that home-based business opportunity network marketing involves a lot of hard word on your part. If you are looking for a get rich quick solution, this opportunity is not for you. Second, when you engage in network market, you should always be a good team player or else you will not survive in this type of business. Third,...

Importance of Car Insurance and Home Insurance Coverage
In today's world, having the right home and or car insurance is more important than ever Car and home insurance are two of the most necessary forms of insurance you'll find

Herbal Acne Home Cures
Herbal acne home cures can be an effective adjunct to whatever other treatments are being used. It is important to understand that they are not hard and fast 'cures' in the absolute sense, but will instead support the body's capacity to metabolize fats and carbohydrates, and encourage elimination through the lymphatic system.

Growth Strategies For Your Home Based Business
You are the most important part of your home based business. To ensure you have a dynamic business, it is important to know how to motivate and focus yourself. This article will provide strategies to help you plan the way forward.

Own Your Ideal Home At Sarasota Real Estate Property
If it is your first time to buy a home, it will bring lots of questions in your mind. It is a fact that buying a home is the supreme investment that you will do in your whole life.

Orlando New Home Buyers Rebate
When it comes to choosing a new home, many people find that they are upset that they simply cannot afford exactly what they are looking for. On some occasions, people find that they are only a fraction off of being able to afford that dream home; but in the end they cannot get the finance that they need in order to go through with it. Now, thanks to new home buyers rebate in the Orlando area, many people are finding that they are able to buy the home of their dreams for a couple of percentage points less than they had previously bargained for.

Stop Looking For The Best Home Based Businesses
Even the best home based businesses cannot help you make money unless you are willing to work. Many people have the wrong idea when it comes to making money online or with a home based business. They believe if they find the best home based businesses, they will not have to do any work. They believe they can join something and then just sit back and watch the cash roll in.

I Want To Tan At Home
If you want to tan at home instead of at a tanning salon you should look at the home tanning beds on the market. You can find home tanning beds for sale in many different places.

Hydrogen Cell Generator For The Home
A Hydrogen Cell generator in your house could power up all the appliances and components and even charge your car and at peak times sell energy back to the grid. Imagine being your own power company and getting a check in the mail, from someone other than Enron of course.