Are Sales Reps the Best Sales Trainers?

Changing course! I know we're supposed to touch on listening today, but I've had some really interesting insights to the question I posed on a LinkedIn Sales site, and want to share them with you. This is a place with the brightest and best sales folk I have heard in one space (check out the group Sales Playbook! You won't be disappointed). I got some really thought-provoking comments on debate point. The question was:
If those who can do, and those who can't teach, what's that say about sales professionals going into sales training? Who's the best corporate sales trainer? A former rep or a development specialist?
There was a lot of weighing in, much on behalf of the sales person as trainer. Well, I'd like to add another point of view.

I have been a sales rep, a consultant and a trainer, but no matter what my occupation, I find that I sell. I'm not sure if I can go to the grocery store without selling, because I look on sales and service as simultaneous activities. We reach out, we connect, we listen and we try to help people (and I believe that is really the ultimate form of sales: fulfilling a need). Sometimes, I might just be selling myself, cuz I do like to be liked. That being said, selling for me has often been instinctual. I know I do certain things, but often (especially early in my career), I didn't get it down to a process and sometimes forgot things.

That's where I think the professional sales trainers with development backgrounds come in to play. They have analyzed process. They are often better listeners than many sales people. They can stand out of the spot light.

I am aware that the best sales folks listen, and advocate for that all the time, and can let other people be the stars, especially their customers. I wonder, however, if the best sales training programs have a balance of both backgrounds. Is a sales rep driven program going to lack something, or can using outside vendors and speakers balance that? I am really trying to decide if a sales rep can just walk into training and be good without some major personal development along the way.

Did that stir up the pot at all? Tell me what you think!

Note:  The thoughts and opinions on Training Wheels are my own, unless otherwise referenced, and are to be food for thought.  If contemplating business changes, these blog posts are not a substitute for consulting your lawyer or accountant. I"ll bet you already figured that out, didn't you?  

Are Sales Processes the Death of Creativity?

I'm the queen of creativity. When it comes to, "How can we do this better and differently?" I'm the first to start brainstorming. But guess what? I am also a huge fan of sales processes. 


Unfortunately, every time I have heard the term "sales processes" presented in a training program, it's been met by major resistance from the reps. Experienced folks think a sales process is a cookie-cutter approach used only for entry level sales. Others feel a company is unreasonable to make reps to use a sales process.  More importantly some sales experienced professionals are concerned that the sales process will destroy the uniqueness that makes them a successful performer and they really don't want to change what they are already doing. As my grandma use to say, "If it ain't broke, don't fix it", and a lot reps follow my grandma's line of thought!  Unfortunately, I believe if we want to keep developing our talents, that isn't how it works.

I've been a sales rep, a consultant and a sales trainer, so I understand the concerns, and admit to maybe have grumbled once or twice about the newest management process plan.   I know some companies have unrealistic, outdated or just plain awkward sales process. When good sales teams are forced to use these dinosaur-like processes they do nothing to drive the business and improve sales. 


However if a training team can be astute and lead the charge with management to fix the process, they can implement a great sales process. Only then should they roll the program out to the sales force and show the sales people how they can be more productive and effective process.  The organization connects with more customers, shares best practices and companies make more money.  Cool!

But what about the reps who don't want to even look at a good sales process? Well as I said early, being a fan of them, I'm not willing to throw the process-baby out with the bad-process-bath water! I am absolutely hard on reps who won't use the sales process or managers that don't believe their organization can be more productive using a sales process.  If a good sales process embodies best practices, is based on maximizing profitability/ productivity and shortens the sales cycle, it's wrong not to use the sales process.  If the sales process is the key to success, and closing the deal, sales people refusing to use it are in a word--- foolish!

It's my belief, and I believe it to be backed up by research, that a good sales process is not just a nice idea. To maximize personal and organizational development and performance, it's mandatory.  It also requires a real buy in from the management team.   To produce the best results managers have to train and coach their people how to use the process, and keep reinforcing its use. Additionally, the reps refusing to use the process are choosing to be less than they can be. Consequently, these processes need to stay up-to-date, use best practices and be applicable to the current sales environment. Doing so encourages top performance and still allows for the personal innovative touch in a sales person's day. It's not the death of creativity, but the birth of sustained sales success.

Do I sound brainwashed?

Note:  The thoughts and opinions on Training Wheels are my own, unless otherwise referenced, and are to be food for thought.  If contemplating business changes, these blog posts are not a substitute for consulting your lawyer or accountant. I"ll bet you already figured that out, didn't you?   

Sales Training: Has That Train Already Left the Station?

How often have you heard, "Sales training doesn't work," or "Staff development is just a feel good waste of selling time," or even worse "Just give the information and let them sell"?  Every sales training class is opening night on Broadway; wow the critics or you won't see much of a run. 

As trainers it seems we need to prove ourselves to the reps, the managers, the folks from marketing and sometimes our company's own customers. How can we be all things to all people without requiring intense therapy or some type of intervention? Well that's the million dollar question I want to explore in this blog.

I love training and the idea that we can give adult professional the tools be better than they are today.  Who would think that developing a relevant sales training program could drive profits, attract top-notch sales people, thrill management and provide value to our customers?  I know it can, and see adult learning and development as an exciting pathway to success.

So I hope you'll join me on the journey and offer your own scenic commentary. Share what you will and enjoy the ride.  All aboard.

Note:  The thoughts and opinions on Training Wheels are my own, unless otherwise referenced, and are to be food for thought.  If contemplating business changes, these blog posts are not a substitute for consulting your lawyer or accountant. I"ll bet you already figured that out, didn't you?