As our mothers often say, “practice makes perfect.” Where do you practice in your sales organization?
Practicing through role-plays, with a sales trainer in a classroom, or on a field ride is fine — but it’s out of context: not in the actual selling environment. Speaking of that, how much time does a sales trainer really get with a sales person, coaching in the field? The answer often is: “Way too little.”
So practically speaking, where are your sales people practicing? They probably spend far too much time practicing in front of your company’s real prospects, resulting in slower ramp-up times and lost sales. Let’s not do this!
We need to build safe, scalable environments where sales people can practice and make mistakes, without the fear of losing a deal.