Last week, I had the chance to help train a fresh new crop of recruits for a long-time client of ours. After 12 years of trying to figure this teleprospecting thing out, I’d say we’re completely sold on how we do things internally around here. The interesting part for me is seeing how others not immersed in the AG Salesworks culture react to our process and mindset. Fortunately, most of the post-training feedback was in line with what we wanted to hear. The long and the short of it was that we helped provide a framework on how to best attack all warm and cold opportunities. Sometimes, all inside sales need is a place to start.
Each group we train has different characteristics from the last. What I can say, through general observation over these past 3 days of training, is that there are always a few consistencies every salesperson we’re training relates to.
Here are 5 tips for trainers to keep in mind during training to keep everyone on point:
1) Prospecting is more of an art than you think it is.
Some of your average sales or marketing reps believe that periodically picking up the phone or sending an email is all you need to do when you prospect. What we make abundantly clear to the reps we’re training is that you need a regimented follow-up process in order to identify the right opportunities. If you embrace prospecting as an art, it’s much more exciting – and more effective.
2) Tell your reps (especially your senior folks) to leave their preconceived notions at the door.
There is nothing more important to do when kicking off training than setting the appropriate tone. Everyone is going to have their own opinion on how to prospect. Make a point to ask sales reps to come in with a clean slate and open their mind to alternative ways to prospect.
3) Don’t be afraid to challenge the naysayers.
Every training manager has seen the salesperson who challenges every point you try to make; I suggest challenging them back. Assuming you believe in your message, you can turn those naysayers around. Also, when they don’t appear to be engaged, call on them. They love that.
4) Get in the trenches with them.
Once the training is complete, I suggest call shadows and 1-on-1 time to make sure they’ve absorbed the material. This is also an opportunity for you to answer questions that they may have been afraid to ask in a group setting.
5) Use hard metrics.
Assuming they’ve begun to actively apply your training suggestions, how do you know it’s working? Use hard metrics to measure their success.
A few of our favorites are:
- Connect rate % – The amount of calls or emails divided by live conversations. Our average is 10%.
- Lead rate % – The amount of live conversation divided into leads passed to sales. Our average is 5%.
- Conversion rate to forecast % – The amount of passed leads landing on forecast. Our average is 70%
