We are almost at a year of being shut down since the start of the COVID-19 pandemic, and it seems we have all gotten used to expecting or receiving bad news. This feeling has most definitely spread throughout workplaces, adding stress to teams everywhere. This is why, especially now, it's important to share wins with your sales team.
Now more than ever, focusing on positivity and building up your sales team can go a long way in improving sales success, boosting team morale, and fostering a strong company culture.
Here are four easy sales training ideas that you can tweak to your organization's processes.
1. Debrief wins & analyze the process.
One of the most useful things you can do is to spend time with your team analyzing wins. This is something you may want to include in each of your sales team meetings.
To do this, simply ask members of the team to spend 10-15 minutes discussing a significant recent win. They should be able to answer these questions:
- Deal Information: What were the specifics of the deal? What was the problem the client wanted to solve? What solutions did they evaluate?
- Roadblocks & Winning Moves: What did you run into during the sales process that caught you off guard, and how did you respond? Did you ever feel you were not going to win the deal? If so, how did you react? Why did your prospect choose to work with you?
- Lessons Learned: What did you learn from this experience that you’d like to share with the rest of the team? Is there anything you learned that might impact the sales process moving forward?
This debrief works best if people take turns speaking to their experience. Once everyone has gone, ask if anyone has any last thoughts they want to share. Leaders can wrap up this exercise by thanking everyone for participating and being engaged.
2. Share & role practice success stories.
A key principle in our sales training is “Features tell; stories sell.”
Having a library of success stories that each member of your sales team can comfortably share is a huge asset to their prospecting and selling.
These stories should be very simple:
- The problem your client faced
- The solution you provided
- The business impact of your solution
Have your team share their own success stories, practice sharing stories from your library of success stories, and even identify stories on the spot based on selling scenarios. Having a few different, success stories in their back pocket will also help them feel more prepared and confident when they are networking or have to think on their feet.
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3. Celebrate small wins.
Recognition shouldn’t be limited to closing deals and hitting targets. Celebrate those big achievements, but also take the time to recognize the wins that individually built up to that big achievement. After all, the day to day work is the most grueling part.
Make an effort to identify and recognize small wins in every sales team meeting. Wins can be anything from completing a difficult phone call to scheduling a first-time meeting to hitting activity targets.
One idea is to ask each of your team members to recognize one of their peers for a small win each week.
Another idea is to practice gratitude. Start or end each week with a question for your team to reflect on and maybe even share: What is one thing they are grateful for that week (or one person), and who have did they help this week (or who do they plan to help)?
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4. Review & troubleshoot lost deals.
I know the focus of this post is to foster positivity and find ways to share wins, but the reality is you will have losses. Everybody does! How you bounce back after a loss is what's most important. That's where reviews of lost deals come in. Of course, evaluating losses is not as fun as debriefing wins, but it's absolutely necessary.
Develop a process to debrief every significant loss.
This will help you identify trends and improve your process and approach moving forward. Use the same outline we provided in the win debrief above; documenting the deal information, roadblocks, winning moves, and lessons learned.
If your team knows that they will always have to discuss losses, they are more likely to feel prepared and willing to share about what went wrong. This open communication is key to identifying pain points in your organization. It's where you can all figure out where what went wrong. And it's also where you as a leader can figure out what your team needs to succeed.
Remember: nothing motivates teams more than positivity, gratitude, and well-earned success. Celebrate your team, and share your wins.
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How do you share wins and losses with your sales team? Share your ideas in the comments!