How to Train Millenial Sales Teams
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How to Train Millenial Sales Teams
- 1. Meet me at the bar: How to Train Millennial Sales Teams David Bloom CEO & Founder – Lurniture @sdavidbloom
- 5. Up to 90%of skills learned during a training event are lost within 30 Days if not reinforced Source: Vantage Point
- 6. Jim “How to do a discovery call” Neil “How to process a quote” Meanwhile, back at the office on Monday…
- 7. Source: AA-ISP Inside Sales Top Challenges
- 8. What are your challenges with training sales people? Time Engagement $$$
- 10. 4 Truths of Sales Pro Learning ...and what we should do about them
- 11. Truth #1: We all have ADD DO: Keep reinforcement learning short and sweet
- 12. Truth #2: We learn best at the bar DO: Have informal, Peer to Peer (P2P), collaborative learning and best practice sharing Teams that encourage best practice sharing had 2Xthe quota attainment Source: Aberdeen
- 13. Truth #3: We are not readers DO: Use rich media like VIDEO When it comes to training retention 1 min video = 1.8 million words Source: Forester
- 14. Truth #4: We like things EASY DO: Make learning available in the tools and systems we use everyday
- 15. How sales training technology can help AnalyticsAutomation Peer to Peer Collaboration
- 16. Best Practices – Producing & Publishing Videos Keep’em short Publish from your phone Use existing material
- 17. Jim “How to do a discovery call” Neil “How to process a quote”
- 18. Summary – Sales Learning 3.0
- 19. Remember the 4 Truths of Sales Pro Learning!
- 20. Additional Resources Get your free e-book here: http://bit.ly/1P8gHQB
- 21. Questions, Comments, Thoughts? David Bloom CEO & Founder – Lurniture dbloom@lurniture.com
Notas do Editor
- Thanks for that intro and for having me today. I’m super excited to be here and share some sales learning best practises and tips on how to train millennial sales teams. Sales training has changed since I started my career. That’s actually why I started Lurniture and today I’m grateful for the opportunity to share some of the things I’ve learned, and I hope you’ll walk away with some good actionable tactics. So let me start with a personal story from my own sales journey. My first corporate sales job was over 10 years ago, when I got hired by a Top 10 global pharma co – (NEXT SLIDE) GSK
- Now there was a lot to learn during the onboarding – it was over 4 weeks, very little tech. 2 weeks of home study, and then 2 weeks of “old school” type of (NEXT SLIDE) classroom training.
- The co had hired over 60 new sales people, flew us all in to HQ, and in thinking back, it’s crazy how much money and time was spent on it. Fast forward to 2013 when I joined a small tech company called (NEXT) SFDC.
- I was super pumped. I can still say what an awesome co it is. Most innovative co in the world. I went out to California for “bootcamp” and the onboarding was great fun but was surprised that even of the most forward thinking companies in the world was still keeping it (PRESS) “old school”……
- ….and heavily weighted on class room training. Now don’t get me wrong. I learnied a lot and it’s not that it doesn’t work, in fact the 90 day follow up at salesforce was great. But everyone should understand the downside of classroom or event based training - that if learning is not reinforced properly (PRESS), up to 90% of the learning gets lost (PRESS) within 30 days. And that’s of course what I was personally most worried about when I was to get back to the office. I mean, how was I going to remember all of this info, the product pitches, objection handling, customer personas, competitive differentiators. I’ll know that I heard it before at training, but how can I find that info quickly? And what about all of the new learning, product releases, competitors and new sales processes that will be added on top of that? How would I keep up with all of this? Well, let me continue with the story…
- I go back to the office on Monday, I am super jazzed to get going. My leader at the time tells me to sit in and shadow on some calls, so I join (PRESS) Jim, an A player who’s ab to go on a discovery call. He gives me his 4 min overview of the best way to (PRESS) conduct a discovery call and then a quick summary of his goal for the call. I gotta tell you I wish I taped him. Those 4 mins were priceless and some of the best learning in my first month on the floor. And then, around 30 days later I’ve got my first deal ready to go. You never forget this one – your first deal. It was an order for 10 licenses - but I have no idea how to process a quote. So I call on a another colleague (PRESS) , Neil, who joins me for 5 mins on the closing call and walks me through (PRESS) how to put it together and process the quote. And again – priceless learning I wish I would’ve taped so I could refer back to, or even have others learn from. I could go on with many informal learning stories like those. Casually in the row, or in the kitchen where informal learning was just always happening As more newbies joined our fast growing team, with many similar questions, and even at times some of the more senior people would often have questions – there’s only so much we can retain! All I could think about was how awesome it would be if I could just show them the 2 short videos that I never recorded. And what if others took the 1080p camera in their pocket and recorded similar best practises, win stories and how to short videos. I’ve obviously gotten really passionate about this as I knew there had to be better way, and that this training/learning challenge has got to be on the mind of others. So my journey has led me to figure out ways to make our sales training efforts awesome. This sales training problem was quickly validated when I came across research by the American Association of Inside Sales Professionals showing that (NEXT) their 2015 report showed that
- The # 1 challenge inside sales leaders are looking to solve is T&D Ongoing training, doing it quickly, focussing internal training on the co’s own products as well as the industry’s they sell into, and a big one was finding the time to actually do it. This research intrigued me, but we still wanted to understand this deeper so did our own “informal” research speaking to over 200 sales professionals in N. America. The opening question was simple – we asked:
- ….. What are your challenges with training you or your sales people today? Now there were a lot of interesting answers, but the 3 general themes that came up most were: TIME – we just don’t have it! Sales pro’s are too busy managing deals, trying to hit quotas, and definitely don’t want to spend time figuring out what learning or training we should take Sales leaders are so busy managing our team and the business, that we don’t have time to get involved in training dev or delivery Engagement – is the learning engaging and valuable for reps, especially which such low attention spans today Reps are working on different deals with diff background and experiences and at diff skill levels. So this all requires different personalized training $$$ & ROI - how to measure if it’s working and bringing value to the business? (And how to those delivering training know if they were doing a good job?)
- So now what? – what do we do about these challenges.? Traditional sales training on its own is no longer as effective as it once was. Buyers’ behaviors have changed. Our sales processes have changed. We’re using a lot more inside sales reps than in the past. It’s hard to find experienced reps. Managers don’t have enough time to coach them. Younger millenial reps -- don’t learn the old way -- need peer to peer, interactive, engaging, fun, bite-size So now what? where do we go from here? Well, let’s start with what we like to call….
- The 4 truths of sales pro learning …..and what you can do about them.
- Truth #1: I have ADD - We all have ADD. We all know it, so let’s address it. The short attention spans, the multitasking. There’s actually a survey I read by the Trending Machine National Poll that says Millenials are significantly more likely than seniors ages 55 or older to forget what day it is or even forget where they put their keys. But not to worry - some of the most successful ppl we know have short attention spans or ADD – Jim Carrey, Richard Branson, Michael Jordan, JFK, even Einstein and walt disney So what should we DO (PRESS) – keep learning short and sweet (bite sized & small chunks)
- Truth #2: We learn best at the bar (the title of this session). Now not to get too literal, but if you think back to your last kick off event, I can promise you that some of the best learning occurred at 5pm when the team was at the bar, sharing stories and best practices. I’m not suggesting to have training at the bar, but it’s essential to foster a culture with an element of ongoing, informal, and collaborative learning. STAT (PRESS) – Teams that encourage best practise sharing so (PRESS) DO have peer 2 peer learning and best practise sharing incorporated in your sales learning strategy.
- Truth # 3 – We are not readers When it comes to retention….. So those long playbooks – summarize key parts in video. DO (PRESS) – use rich media like video to capture core training content
- Truth # 4 – we like things easy. Don’t make us go on a scavenger hunt to find learning or resources that can help us hit our goals faster & more efficiently. (PRESS) Do: Make learning available in the tools……….. Thankfully, technology today can really help us enhance the sales training experience.
- So when looking at tools to help JIT, cloud based, on demand training is not enough – . It needs to be smart (PRESS) and automated, it needs to be delivered in systems we use every day (CRM) Needs to deliver the right learning to the right person in the right context It needs to be (PRESS) collaborative and incorporate P2P learning and best practise sharing Story telling & competitive gaming Not just in sales huddles, and team meetings, but captured to scale the learning Should also have (PRESS) Analytics Link training to business outcomes and have visibility into the learning effectiveness And of course re-iterating the importance of using video I know what you’re thinking – you don’t have time to make video content I gotta tell ya - It’s much easier than you think. Here are some quick tips/best practises on how to put this together quickly.
- (PRESS) Short – we talked ab attention spans – so keep it to 3-4 mins (PRESS) Use existing materials – you probably have most of the info already, locked up in large decks and presentations or trapped in wiki content graveyards. There are tonnes of tools, even free ones to edit videos or quickly convert a few ppt slides into video (PRESS) Publish from phone – no need for high budget productions. We all have 1080p camera’s in our pocket. Use them in meetings, huddles, demos, calls wherever just capture best practises. We do this so much in our personal lives – capturing short videos, why not everyday in business For more info – refer to ebook
- So full circle – learning from our colleagues is super effective, regardless of rank/tenure Recording your “Jim’s” and “Neal’s” and really anyone else (PRESS – PRESS – PRESS) who wants to share their best practises, win stories and how to’s within your organization will give them visibility as a collaborator or mentor AND create a smart, scalable best practise sharing machine. THAT is the ultimate form of ongoing sales training today.
- Ok, so a quick summary in pictures. Learning Challenges: (PRESS) no time, (PRESS) keep it engaging and of value, and (PRESS) showing it’s helping the business Tech Tools should: be able to (PRESS) automate the process and serve up the right learning to the right person at the right time. Keep it (PRESS) collaborative with P2P learning and (PRESS) have analytics to link the learning back to business outcomes
- Lastly, the 4 truths of sales pro learning. (PRESS) We all have ADD – keep learning short and sweet (PRESS) Best learning at the bar – informal, P2p best practise sharing & story telling (PRESS) We don’t like to read – use video (PRESS) Keep it easy – make the learning easily accessible, no treasure hunts and available in the systems we use everyday
- I eluded to this earlier - we’ve written an ebook that offers more details on how to put some of these concepts in place. You can download that ebook here
- That’s it folks, You can find me here if you want to learn more about Lurniture, our sales training technology (that reinforces key learning right in your CRM) or if you any questions, comments or thoughts feel free to reach out. Enjoy the rest of the summit, there’s tonnes of awesome speakers lined up, I’m happy to be part of it. Thank you