The New Way To Train and Develop Salespeople - Does it Work?

Posted by Dave Kurlan on Mon, May 02, 2011 @ 05:05 AM

There are many ways in which our training delivery model has changed over the years.  These changes include:

Old Way - New Way

The impact of these changes is that salespeople receive less information, less often, but focus more, for a longer period of time, on each important component of the sales process.  The net result is that they reach their potential and generate more revenue more quickly than in the past.  One hour - one topic - one thing to practice - two weeks to practice it.

Simple.  Effective.  It works.   So the formula is LESS, LESS OFTEN = MORE, MORE QUICKLY.

Objective Management Group (OMG) is holding its annual, international Partner's Conference at the Sheraton Boston.  The conference began on April 30 and ends today, May 2.  The hotel is part of the Starwood Hotel chain and they are practicing a similar model.  I've experienced it first hand with the food and internet access. 

With the banquet food, it is clearly give them less (not enough to food in the buffet platters to feed everyone), less often (don't refill the platters in the buffet line and maybe the people in line will give up), more frequently (at every meal) and get more (profit that is).  Same formula. LESS, LESS OFTEN = MORE, MORE OFTEN.  But there is one exception.  The people won't return!  

As a guest in the hotel, we pay $9.95 per day for internet access in our room, which isn't very unusual.  However, as a presenter at my own conference, rather than simply grant me access to the wirless internet as value added, they provided two options.  $360 for single-user hard wired access, or $60 for single-user wireless acces.  There's that formula again!  LESS, LESS OFTEN = MORE, MORE OFTEN with the same result as with the food.  People won't return!

Here's a twist on the formula.  In this case, it's a hybrid.  It's LESS, MORE OFTEN = MORE, MORE OFTEN.

The upcoming Top Sales World Sales & Marketing Success Conference supports this model.  5 Days - 5 Presentations Per Day.  Each presentation is a single topic.  Each presentation is just 30 minutes.  Each presentation is just $5.00 and supports the Japanese relief effort.

I'll be kicking off day 3. Following are the scheduled presentations for Wednesday, May 12.  All times are ET.  Register for some, register for all.

Shaping Your Environment - The Key to Sales Coaching Success
Presented at: 12:00 - 12:30 EASTERN
by Dave Kurlan
CEO of OMG, and CEO of Kurlan & Associates, Inc
http://topsalesworld.com/salesConference/sessionDetails.php?c_session_id=23


Presentation Success; how to build and deliver presentations that get heard and get results 
Presented at: 12:45 - 1:15 EASTERN
by Debbie Fay 
CEO of Bespeak
http://topsalesworld.com/salesConference/sessionDetails.php?c_session_id=15

 

Unleash The Focus Factor: The #1 Factor for Personal and Professional Success
Presented at: 1:30 - 2:00 EASTERN
by Steven Rosen
http://topsalesworld.com/salesConference/sessionDetails.php?c_session_id=16

 

7 Habits of Highly Effective (Social) Salespeople
Presented at: 2:15 - 2:45 EASTERN
by Craig Rosenberg
Leader, Focus Expert Network at Focus
http://topsalesworld.com/salesConference/sessionDetails.php?c_session_id=18

 

Why Most Messages Fail (And What You Can Do To Succeed)
Presented at: 3:00 - 3:30 EASTERN
by Tom Hakel
CEO of GoldMail
http://topsalesworld.com/salesConference/sessionDetails.php?c_session_id=19

 

Successfully Unlocking the Social Network to Close Deals 
Presented at: 3:45 - 4:15 EASTERN
by John Golab
Head of Enterprise Business at Xobni
http://topsalesworld.com/salesConference/sessionDetails.php?c_session_id=20

 

Success is A Continuum
Presented at: 4:30 - 5:00 EASTERN
by Jonathan London
President of the Improved Performance Group
http://topsalesworld.com/salesConference/sessionDetails.php?c_session_id=5 

Topics: Dave Kurlan, sales management, sales conference, sales workshop, sales webinar, sales success

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Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

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