Getting the
Sales Professional’s ‘‘Buy-In’’
Sending salespeople off
to training, in whatever form it takes, is often not successful for several
reasons. Among them are:
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They may not feel they need it.
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They may not feel it is important.
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They may think they are being discriminated against.
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They may feel it conflicts with their personal life.
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They may be afraid that their ignorance of the subject will
be ridiculed.
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They may feel that they are going to be hurt financially.
Work through the process with the identified salesperson. Make it
a part of his or her yearly plan, in addition to quota objectives. Take the
following steps:
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Review the strategic plan with each salesperson.
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Get each person’s input of the competencies required to
succeed.
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Ask for each person’s evaluation of where he or she is in
regard to each competency.
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Ask for supportive evidence (as measured by what?).
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Tie rewards to competency attainment.
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Create a risk-free training time.
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Make sure you show how the training will support each
person’s personal and professional goals.
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Help tend the home fires while the salespeople are away, and
make sure their customers are taken care of.