Michelle Vazzana is a Co-founder and Chief Strategy Officer for VantagePoint, Co-author of three books. She is an expert of innovating sales force management, global sales effectiveness, and evidence-based research. ‘Deploy situational fluency to win more sales’ is another co-authored book by her which is coming out in 2023. Today, in this expert insight interview, John and Michelle Vazzana discuss “How To Change Sales force Behaviour While Avoiding Common Pitfalls.”
This Expert Insight Interview Discusses:
- How to implement effective changes in sales force behavior?
- Approach the simplicity and elemental parts of performance development.
- Importance of realistic approach.
Begin With The Sales Leaders
Implementing training programs on salespersons can be challenging. One effective way to get it done is to begin with the sales leaders and sales managers training. It will allow the leaders to understand the process better and connect with salespersons empathetically. This way the sales manager will approach the team with motivational and educational perspectives.
Effective ways to improve salespersons’ behavior:
- Studying the high performers of the business and developing a framework and training program that feels natural.
- Approach the sales team with simplicity and regularly give minimal effective training.
- Improve the elemental parts of the team and eliminate what is unnecessary.
Importance Of Realistic Approach
Set up realistic goals that can be achieved and do not burden your sales team. Forcing teams to join a coaching or training session for long hours without a coaching structure is not ideal. Instead, begin the coaching session earlier with the right pace and structure. Discuss fewer opportunities for longer hours to have better clarity. This way, your sales force will feel more relieved and understand that this process will help them do better. It will reduce their workload and make them more efficient. Plus, the commitment of the sales leader and manager makes the team feel more optimistic.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.