Why traditional sales training is missing the point
Most sales training focuses directly on salespeople.
While this is not a problem in itself, the issue lies in the way the training is approached – it’s generally about telling people to do something differently. Even if the audience is receptive and enthusiastic about the training, it tends to be quickly forgotten once back in the real world of quarter-end and sales quotas.
The Sales Code Approach
1. It starts with the leaders The single biggest influence on a sales team’s behaviour is the leader.
Sales Code coaches help leaders to become aware of just how influential they are. Then they help turn that influence into a positive and lasting impact on a salesperson’s behaviour and performance.
This is not about putting aside hours or days for coaching every week. No-one has that luxury, least of all sales leaders. It’s about bringing sales coaching into the daily interactions with the team so that it happens naturally and intuitively.
2. Your Sales Code coach doesn’t ‘tell’. Instead, we help people to come to a realisation Behaviour can change in an instant and that change can be permanent.
What makes this happen is when someone realises something for themselves. This “Aha!” moment can be triggered by an experience, a conversation, a question or a demonstration. The result is that the person intuitively knows what to do. There is no need to make a conscious decision, to make commitments, or to be motivated by someone else.
3. Sales Code focuses on what makes you special. Our coaching practice is built on the methodology developed by Gallup for their CliftonStrengths talent assessment which has now been completed by over 27 million people around the world.
This dynamic is at the very core of our approach. This type of behavioural change is rarely achievable with conventional sales training, but it’s the only way to achieve the lasting change that drives consistent performance.
It’s why we don’t train in the conventional sense. Instead, we coach and facilitate so that people can see and decide something for themselves.
