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We passionately believe that while traditional 'sales training' has a valuable place, by itself it will not bring about the transitions in behaviors that most organizations are seeking.
Traditional Sales Training
Sales Training has undergone many developments over the last few years. We have progressed from simple instruction to interactive presentations, activities, exercises and role-playing, together with the introduction of powerful tools for Opportunity Qualification and Planning, as well as Account Planning etc.
Our Inspirations
In developing the ProAct
approach to sales behavior change in complex business-to-business
selling, we have been guided by three principles and a number
of experiences:
Principles:
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Selling today is a complex affair, combining multiple skills, people, tools and knowledge. |
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The vast majority of sales people understand the basics of the many elements that go into being successful. |
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No single skill or tool will make the change; there is a need to integrate specific changes into the overall selling approach. |
Inspirations:
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We have researched the methods used by sports coaches, particularly sports where the activity is fluid and involves complex integration of strategy and multiple individual skills (football, soccer, rugby, tennis, basketball, golf etc.) |
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We have researched the myriad of new techniques being applied in the general world of education, to discover successful approaches in other fields. |
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We have used our own experiences both as line sales managers, and as facilitators helping many 1000's of sales people change their behaviors. |
The Models
We have adapted a well known overall model, and then applied it to sales behavior change. The model looks at the four traditionally defined stages of development, and adds a fifth stage, identified and described by many academics and sports coaches in recent years.
Using this model as a basic template,
we have developed our Five Stage Model of Sales behavior Change:
Design of Sales behavior Change programmes
The crucial discovery that we made was
that it is essential for sales people to practice, refine and
become comfortable using the new found skills during any development
workshop. In real life, sales people face tremendous pressures,
and expecting them to start implementing new skills after a
'training' programme just does not work. This discovery was
behind the development of our simulation methodology, which
enables workshop participants to start actually using their
new found skills and tools in an environment which as closely
as possible reflects real life, but in a very condensed time
period. Sales people should exit this phase with the confidence
to use the skills automatically, having tested and experimented
with them a number of times.
For further information on our approach to Sales behavioral
Change download the ProAct Beyond Sales
Training Briefing Paper. |
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