6 Common MistakesThat Could Tank Your

Customized Sales Training

www.criteriaforsuccess.com@CFSPlayBook

1. Reinventing the wheel2. Ignoring your star performers3. Addressing the “how” and ignoring

the “why”4. Excluding other departments5. Failing to document6. Taking a “one and done” approach

6 Common Mistakes

Reinventing the Wheel

Mistake #1:

“Customized”doesn’t have to mean

brand new.

When trying to fix a

broken sales team,

it can seem like every

challenge is unique.

But even if your challenges are unique,

the solution might be straightforward.

Certain sales best practices are common across sales teams –

and really great salespeople often

have similar behaviors.

Your customized sales training must have a solid foundation

before adding bells and whistles.

It’s like building a house –

Ignoring Your Top

Performers

Mistake #2:

It might seem natural to leave out top performers when

designing your customized sales training.

After all, they don’t need training –

right?

Actually…

Top performers are your

most valuable assetin designing a training

program.

Your top performers

have

killer best practices

locked inside their heads.

Get those out – SHARE them – and everyone will improve.

Addressing the “How” &

Ignoring the “Why”

Mistake #3:

Too many sales trainings focus only on the mechanics of selling –

the “how.”

How to handle objections

What to say to a new prospect

How many fol-low-up emails to send

How to close

Training Topics

Sales greatness is not just about performing the right set of actions.

Great salespeople also understand

the “why”underpinning

their actionsand approach their day with the right attitude toward

selling.

Philosophy:

1. It’s not how you feel that determines how you act – it’s how you act that determines how you feel.

2. The little voice in your head telling you “I can’t” & “I don’t want to” is Head Trash – get rid of it!

3. The “why” underpinning your actions

Incorporating your unique philosophy makes your customized

sales training flexible and sustainable

for the long term.

Leaving Out Marketing & Operations

Mistake #4:

Sales does not operate

in a vacuum.

For your sales improvement initiative to succeed, you must

include all departments that impact the sales cycle.

A customized sales training is a great time to achieve and reinforce

alignmentbetween different departments.

Sales

MarketingOperations

Failing to Document

Mistake #5:

Don’t set up a customized sales training program just to forget all the

lessons-learned.

73% of Best-in-Class organizations deploy a central repository of sales best practices and tools, [which arm] front-line sellers with a treasure trove of collective wisdom.”

– Aberdeen Research

“

Before you start sales training…

have a plan in place to

document the training itself and continue to

capture best selling practices in the future.

“One and Done”

Mistake #6:

Best-in-Class firms are 22% more likely than all others to refresh their teams’ training at least on a quarterly basis.”

– Aberdeen Research“

Quick-hit sales training is

just not as effectiveas multi-stage, reinforced training.

Set up your customized sales training to include at least

quarterly check-ins, and revisit your training program annually.

1. Don’t reinvent the wheel2. Don’t ignore your star performers3. Address both the “how” and the

“why”4. Include other departments5. Document, document, document6. Don’t sign up for a “one and done”

training

Sum it up for me:

Thanks – and stay in touch!

Need a way to document sales training?Check out the CFS Sales PlayBook!