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The Training Issue
How do you know when your National Sales Meeting has been successful? Is it when salespeople say, “That was fun!” or “Wow, I learned a lot!” or is it something else? It really depends on the purpose of the meeting. The first thing to realise is that a National Sales Meeting may have several different purposes:
- Purely Celebratory
- Designed to Introduce New Products or Services
- Designed to Reinforce Policies, Principles, or Training
- Designed to Introduce Training
How Huthwaite Can Help
If training is your main objective, Huthwaite has developed a practice area in this regard. There are four principles that should guide training-oriented meetings:
- To keep large numbers of salespeople involved, introduce friendly competitiveness. Salespeople are naturally competitive. Focusing on and rewarding competitive behaviour will keep them interested and more open to new ideas
- Integrate training with as many extant company tools and practices as possible, such as CRMs, lead generation tools etc.
- When including a Simulation or Rolling Case Study, choose an approach that keeps the same sale moving forward in a manner that reflects real world opportunity development.
- Mirror as closely as possible the actual selling environment of your salespeople.
Huthwaite is experienced in planning and facilitating National Sales Meetings that are dedicated to both training and new product or service launches.
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