The sales process for those in the field is slightly different than that for other salespeople. Training field salespeople requires managers to focus and teach those nuances.
- The vast majority of the companies that we work for…have a sales methodology structured to fit…their product or service offerings.…It could be a specific program…like the challenger sale,…collaborative selling, or solution sales.…I'm of the school of thought that the basic…seven to 10 step sales program…that's centered on information, need, and product service…is the one that works 90% of the time.…It's also one you can customize…to fit the nature of your business…and the type of sales staff you have.…
You may even want to review in the library…my course called Creating Your Sales Process.…The planning, research, solving and presenting,…along with closing and follow-up stage…of the sales process are similar…no matter what your sales position may be.…However, for field people, I definitely think…you need to add some additional training…because of the nuances of working remotely.…And who knows those nuances better than you?…The corporate trainer in human resources?…The consultant hired to train all salespeople?…
In this course, follow sales coach Dean Karrel as he explains what's unique about training, managing, and leading field salespeople. He covers topics such as the importance of giving field salespeople their independence, communicating remotely, the challenges of CRM, the need for travel, guiding your team through tough times, and managing performance from a distance.
- Understanding the role of a manager
- Managing up and managing down
- Leading those in the field
- Empowering your salespeople
- Managing meetings and check-ins
- Guiding your team through tough market conditions