Teaching Your Salespeople: How to Run an Effective Skills=Building Sales Meeting

Congratulations! We commend you for being pro-active about taking direct action to improve

the selling skills of your sales team.

Teaching Tips and

General Planning

Guide for

STAR’s Sales Meeting Kits

Bill McCormickSales Training And Results, Inc. (STAR)

[email protected]

Agenda• Why teaching adults is different than school • Four different Learning Styles• Your role during the sales meeting • Tips for using and debriefing activities • Planning and preparing for the sales meeting • Pre-meeting and post-meeting actions

Teaching adults is different than school, especially with salespeople.

Teaching adults is different than school, especially with salespeople. What should you do instead?

“Tell me and I forget, teach me and I may remember, involve me and I learn.”

~Benjamin Franklin

There are four distinct learning styles.*

STAR has specialized in these since day 1!

*Honey, Peter and Alan Mumford. The Manual of Learning Styles, Peter Honey Publications, 1992.

Match your teaching approach and methods to the learning style of the participants.

Theorists want to understand the theory and concept.

*Honey, Peter and Alan Mumford. The Manual of Learning Styles, Peter Honey Publications, 1992.

Reflectors want to think and observe.

*Honey, Peter and Alan Mumford. The Manual of Learning Styles, Peter Honey Publications, 1992.

Activists learn by doing and discussing.

*Honey, Peter and Alan Mumford. The Manual of Learning Styles, Peter Honey Publications, 1992.

Pragmatists want to see how it will help them.

*Honey, Peter and Alan Mumford. The Manual of Learning Styles, Peter Honey Publications, 1992.

Most salespeople are a blend of Activist and Pragmatist.

*Honey, Peter and Alan Mumford. The Manual of Learning Styles, Peter Honey Publications, 1992.

Activities have to be relevant!

Lectures and readings are still necessary for Pragmatists and Activists, but use short ones.

What is your role in the sales meeting?

What is your role in the sales meeting?

What is your role in the sales meeting?

Most of the time should be spent doing activities.

Brainstorm sessions can be as one large group or in several smaller groups.

Discussions help to reinforce key teaching points in the handout or video.

Role plays provide practice and work well in pairs or groups of three.

Demonstration is similar to role play but is done in front of the entire group (why it is called “fishbowl”).

Application activities include planning forms (for all the sales meeting kits) as well as other resources.

Step 2: Each video is divided into short teaching segments. Watch the entire video and take notes so you can lead a relevant discussion after each segment.

Step 3: You should be all ready after Steps 1 and 2. However, call or email if you have questions.

Bill McCormickSales Training And Results, Inc. (STAR)

[email protected]

What should you do prior to the sales meeting?

Don’t overlook the importance of follow-up.

“Tell me and I forget, teach me and I may remember, involve me and I learn.”

~Benjamin Franklin