TRAINING YOUR PEOPLE

Training meetings and sales meetings are different. You must do both but you need to know what those differences are.

THE PURPOSE OF THE MEETING

This type of meeting is designed to instill knowledge and skills. Product knowledge, new designs, selling skills. These meetings are where your people learn. You must be the teacher. Knowing how to conduct an effective meeting will require some planning on your part but pays big dividends.

Training Is An Investment In Your People

While it is vitally important to develop the skills of your salespeople to enable them to perform their job properly, effective management should include human development as well. Most plans do not include the human element. In order to achieve long-term and lasting results from your efforts your vision should include people development.

WHAT ARE WE TALKING ABOUT?

By limiting your development methods to skills only you are leaving out the elements of individuality that include ability, beliefs, aspirations and needs. By examining each of these areas you will avoid having your salespeople become “robots” that feel they are expected to perform their skills in spite of their areas of individuality. This limits their focus to only what needs to be done and does not adequately prepare them to accept and develop future training. They will simply perform their current skills and if the performance results meet your standards they will say to themselves, “I am doing a good job and that is sufficient” and feel no need for further career development.

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How to conduct a successful meeting can be found here.

THE PURPOSE OF SALES MEETINGS

Sales meetings should be used to discuss results, business trends, upcoming special event sales and general information. Here is a sales meeting guide.

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