Sales success requires the salesperson to understand the world in which their prospect lives. Reps need to know the market, the customer, the pain points, and of course, the features and benefits of their products or services.
Sales training gets the seller started with this knowledge, but it only goes so far. In today’s competitive marketplace, selling success means the rep must have the skills and confidence to proactively respond to whatever is happening in the sales moment.
Creating that type of responsiveness requires a sales readiness program.
Unlike one-and-done training programs, sales readiness is an ongoing set of resources that include three elements: agile learning, agile content, and agile collaboration. Together, these elements drive measurable behavior change and provide the seller with the confidence to move their prospect through the buyer’s journey.
Instead of only collaborating through formally scheduled training sessions or conference calls, a sales readiness program creates and delivers content in the immediate and dynamic channels that sellers use in their daily lives, including asynchronous video, peer-to-peer feedback, customized content, and video sharing.
When sales readiness content is timely and customized, it gives sellers the confidence they need to “hit what’s pitched” in any selling situation.